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Consultative selling differs from traditional selling.  Above all, it provides a proven model that enables the salesperson to lead the customer through five stages of a decision process. Those starges are: Openness, Focus, Knowledge, Evaluation, and Decision. This is the same decision process that everyone uses when buying a house, selecting a college, and making  business or personal decisions. The model connects the five customer stages with mirror image selling skills that are used to gain information, consult on customer problems/needs, and gain commitment.  

Aside from learning the process/model, this course covers the planning aspects of consultative selling from setting call objectives to closing. It provides an overview of critical sales skills. Participants learn how to plan a realistic consultative selling call from beginning to end, including a post-call evaluation.

Learning Objectives

  • Identify differences between consultative selling and traditional linear, step-by-step sales
  • Explore how to lead the customer through an interactive, consultative selling process
  • Discover how to plan a consultative selling presentation
Last updated/reviewed: February 04, 2018

Included In Certifications

This course is included in the following Expert Certifications:

8 CoursesPorter Henry Salesperson Certification

  1. Consultative Selling Success – Employ an Exclusive Sales Process to Improve Performance
  2. Leveraging Objections to Gain Commitment – Objections Are an Asset, Not a Liability
  3. Prospecting by Phone, Email and Social Media
  4. Managing Your Time and Territory – Two Critical Routes to Sales Success
  5. Strategic Multi-Level Selling – The Ultimate Solution for Selling High, Wide, and Deep in Complex Accounts
  6. Value-Driven Selling
  7. Win-Win Sales Negotiating Strategy and Tactics
  8. Win-Win Sales Negotiating: How to Balance Offers and Maintain Relationships

Prerequisites

Course Complexity: Foundational

There are no prerequisite or advanced preparation required.

 

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION AND OVERVIEW
  1:38Introduction to Consultative Selling Success
  4:40Porter Henry Sales / Purchase Model
  5:49Planning the Call
  7:37Effective Openers
  5:08Feedback
CONTINUOUS PLAY
  24:52Consultative Selling Success
SUPPORTING MATERIALS
  PDFSlides: Consultative Selling Success – Employ an Exclusive Sales Process to Improve Performance
  PDFConsultative Selling Success – Employ an Exclusive Sales Process to Improve Performance Glossary/Index
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM