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.
The course begins with an overview of what to expect, reflection on the common pitfalls of consultative selling and a framework for daily practice.
This section examines the stages of the purchasing decision journey from the buyer’s perspective, the specific skills that a successful seller will use at each stage, the strategic objective of each stage and how to best serve as a “decision coach” throughout the process.
This section emphasizes the importance of what triggers certain kinds of questions and what to listen for from buyers’ answers. It explores the hierarchy of different question types and teaches when each type of question is most appropriate, what to do with the answers the seller hears and how to employ questions as the primary tool of persuasion.
This section teaches the underleveraged skills associated with attentive listening and how they form the surest and fastest method for establishing a “decision coach” relationship.
Receive a Certificate of Completion validating your successful achievement of learning selling best practices and how to become a successful decision coach.
These subsequent four sections offer review of the Quota-Crushing Sales© content and include additional assignments and tests to continue on your path to mastery.
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.
Prospecting 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 members can interact in group exercises and discussions to increase continuity across the organization.
Great for getting an inside-sales team aligned on best practices.
The Funnel Clarity training places emphasis on tested, proven, and practical techniques for getting through to the desired contact!
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.
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.
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.
With Fearless Prospecting© sellers can overcome discomfort, overcome resistance from prospects and set many more first appointments with qualified potential buyers. The tactics taught in Fearless Prospecting© have been developed from research and are surprisingly non-intuitive.
The challenges facing inside sellers differ from those that face a field salesperson. This course teaches inside/digital sellers the tactics and strategy necessary for maximum results when selling to remotely located decision makers they may never meet in person.
Selling an innovative and/or disruptive solution is different than selling a competitive offering in a mature market. This course teaches sellers with start-ups, emerging growth companies or those with innovations from mature companies how to make immediate significant penetration in a new marketplace.
Effective account management requires more than just reacting to customer inquiry. This course teaches the techniques required for proactive account management. These tactics are essential in order to create value for existing customers, ensure ease of renewal and for uncovering upsell/cross-sell opportunities.
One area where sales organizations lack an effective tool is recognizing how qualification is an ongoing part of a sales process, not a step in that process. This course teaches the skills that ensure each sales call is most effective and the sales funnel contains only real opportunities.