Virtual Consultative Selling Skills Training
Course Highlights
This consultative selling course for sales professionals will:
- Share strategies for aligning product, relationship, customer, presentation, and negotiation approaches.
- Introduce models that guide the sales process from the first meeting to the close.
- Provide tracking and analytics tools to assess progress and refine approaches.
- Offer frameworks for engaging clients effectively, identifying needs, and positioning competitive strengths.
Course Overview
“Better Questions, Better Sales: Consultative Selling Made Easier” shares an approach to consultative sales that encompasses product, relationship, customer, presentation, and negotiation strategies. This course offers a structured path from the initial meeting to closing the deal, providing participants with tools and frameworks to engage clients, uncover needs, and position themselves as trusted advisors.
Participants will explore strategic models that address the full sales cycle, from identifying client priorities to handling objections and creating a seamless follow-up. By diving into tracking systems and analytics, they will learn how to measure their progress, adjust their approach, and build upon their successes. This course emphasizes both the science and the art of selling: participants will learn how to craft compelling narratives for their products, navigate client relationships, and position their unique competitive strengths. With a toolkit for every stage of the process, this program aims to create consultative sales professionals who bring value and insight to every client interaction.
Target Audience
This virtual training program is designed for groups that want to:
- Strengthen their consultative selling skills by using tailored strategies and models.
- Equip sales professionals with tools to analyze, track, and adjust their approach based on data.
- Improve sales team confidence in handling the sales cycle from the first meeting through the close.
Suggested Format
- Two-Segment Virtual Classroom Course
Segment One Objectives
At this segment’s conclusion, participants should be able to:
- Identify questions that will uncover needs.
- Use a permission-benefit structure to encourage others to talk candidly.
- Demonstrate strong listening skills.
- Determine what’s important to different buyers.
- Create buyer personas.
- Prioritize client types.
- Identify competitive strengths and position those strengths against competitors.
Segment One Modules
- Fundamental Tools: Questioning and Listening Skills
- Profiling Essentials: Your Buyers and Potential Buyers
- Why You: What Makes You Great
- The Competitive Landscape: Understanding Other Teams
- Strategic Approaches: Product and Customer Strategies
- Relationship Strategy: Building Trust and Rapport
Segment Two Objectives
At this segment’s conclusion, participants should be able to:
- Differentiate features and benefits.
- Explain products and services using several narrative frameworks.
- Identify what is or is not a value add.
- Plan an in-person or virtual sales meeting.
- Craft a framing statement.
- Solicit feedback and surface objections.
- Respond to objections without disagreeing or arguing.
- Use tracking systems and analytics to refine sales approaches.
- Develop an action plan for closing the sale.
Segment Two Modules
- A Map to Follow: Understanding and Using Frameworks
- Feature and Benefit: What We Have and How It Helps
- It’s All About the Math: What Adds Value and What Doesn’t
- So What Do You Think?: Feedback Made Easier
- Yes, and…: Handling Objections the Right Way
- What’s Next: Following Up and Closing the Sale
Questions This Page Answers About Consultative Selling Training
- Where can I find training on strategic approaches to consultative selling?
- Who offers a course that helps sales professionals from the first meeting to closing the sale?
- How can my team learn consultative selling skills?