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.

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.

Course Curriculum: Quota-Crushing Sales^©

Course Introduction

15 minutes

The course begins with an overview of what to expect, reflection on the common pitfalls of consultative selling and a framework for daily practice.

Section 1: Where and What is the Buyer Asking?

30-45 minutes a day for 1 week, self-paced.

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.

Section 2: Question Types

30-45 minutes a day for 1 week, self-paced.

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.

Section 3: Driving Buyer Rapport

30-45 minutes a day for 1 week, self-paced.

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.

Certificate of Completion

Certificates are valid for 2 years.

Receive a Certificate of Completion validating your successful achievement of learning selling best practices and how to become a successful decision coach.

Reinforcement

1 hour a week for 4 weeks, self-paced.

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.

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.

decrease in sales cycle time

increase in close rate

decrease in stalled opportunities

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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Start With a Free Sales Funnel Consultation

Consultative Sales Training

Consultative Sales Training to Win More Business

Course Curriculum: Quota-Crushing Sales^©