Consultative Selling

In this module, we explore what it is that sets consultative sellers apart from traditional sales people. We’ll look at how consultative sellers approach and view buyers, how they present solutions, how they engage and communicate, and how they focus on relationships and partnerships. We’ll cover the four key aspects of consultative selling, including: doing the research, building rapport, focusing on the relationship, and keeping it real. We’ll utilize a number of tools and frameworks such as our State of the Union tool which helps diagnose business challenges and opportunities in order to better understand goals, motivations, and objectives of prospects and clients, the SPECIFICS model, and DiSC.