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Online Training

Consultative Sales Training

Modern buyers are more educated than ever before with a wealth of information available at any moment. Simply incorporating questions,  benefits and value propositions into your conversations is not creating value for buyers. A consultative sales approach works to distinguish the seller as a trusted advisor to buyers. Funnel Clarity’s approach to consultative sales training focuses not only on what a seller says and how to ask the right questions – but how to attentively listen to the answers that matter most in order to maximize success.
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Consultative Sales Training to Win More Business

Provide Value, Not Features

The reality is this: depending on what stage of a decision journey your prospect is in, they may be arriving to the conversation already highly informed on the solution. A consultative sales approach positions sales professionals as reliable partners rather than an authority on features and benefits, helping to guide prospects on their path to purchase. 

The fundamental shift is that all focus moves from the product, to the prospect. Features, benefits, reviews and cost tables are readily available online and prospects can find them on their own time. The consultative sales approach works to uncover deeper insights from prospects and address their specific needs during your conversations. 

Consultative sales training with Funnel Clarity helps sales professionals:

  • Do the research. Sales professionals need to take time to understand the buyer’s needs. Do this by putting in the work – researching your buyer’s industry and organization, and asking strategic questions during conversations. 
  • Guide the buyer. Assertive tactics are no longer the primary goal. Sales professionals need to provide education and resources. 
  • Tailor the buyer’s experience. Were you listening? Attentive listening is key to a consultative sales approach. Tailor the resources, education and next steps to your buyer’s unique needs.

Quota-Crushing Sales© 

Win more business by recognizing the stages of a customer’s decision journey and aligning your sales approach to meet them where they are. Consultative sales training clients have experienced a 48% increase in close rates and 42% decrease in stalled opportunities. 

We know that buyers put a higher value on what they say during sales conversations than what sellers say, and a higher value on what they ask for than what a seller freely offers. The investment of time and energy working with a prospect is more fruitful when sales professionals have completed consultative sales training – helping them get recognized as trusted advisors by their prospects.

 

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Interactive Online Consultative Sales Training

Consultative sales training with our online platform is impactful for sales professionals and insightful for sales leaders. Gain insight into each team member’s participation, completion, comprehension and engagement with course material. Team member’s can interact in group exercises and discussions to increase continuity across the organization.

What you’ll learn:

          • Driving rapport with attentive listening skills
          • Recognizing the stages of a Customer’s Decision Journey
          • Identifying the different decision roles that buyer personnel can play
          • Employing questions and recognize what each answer means
          • Planning and executing effective sales calls
          • Employing elements of continuous qualification when moving an opportunity from first contact to close

This course includes:

  • Video-icon 16+ hours of mixed media content
  • Articles-icon 60+ practice opportunities
  • Star-icon Certificate of Completion
  • Life-line Alumni Access
  • Web-icon Online reinforcement included
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decrease in sales cycle time
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increase in close rate
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decrease in stalled opportunities
We love our clients because they become long-term partners:
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What Our Clients Say

Mid-Size Market Research Company
Pete D.

Great for getting an inside-sales team aligned on best practices.

Fortune 100 Software Company
Tim C.

The Funnel Clarity training places emphasis on tested, proven, and practical techniques for getting through to the desired contact!

Enterprise E-Learning Platform
Scott D.

Funnel Clarity delivers. I've been impressed with Funnel Clarity's professionalism and quality of work. Funnel Clarity has delivered high quality contacts/leads that have helped me drive additional revenue and break into new accounts.

Enterprise Flooring Provider
Holly B.

I really enjoyed the Funnel Clarity Training. I use the verbal judo and 3x3 to gain insight on my customer. It is not always easy to find that information in three minutes.

Small Market Research Firm
Sharon S.

The training program is brilliant yet the simplest of methodologies that we just don't think about. By using Funnel Clarity techniques, I was able to get in touch with CXOs who I previously had trouble booking meetings with.

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