Consultative Selling Definition:

"Consultative Selling is the sales method that
supports complex buying decisions by providing
expert guidance from trusted advisers."

- Paul Johnson

If you expect your salespeople to:

• Guide each prospective customer to a satisfactory solution
• Work with prospects to sort out complex choices
• Apply their product and industry knowledge ethically and responsibly

... and as a result make more sales, then Consultative Selling is the right sales training program for you.

Consultative Selling is really not so much about selling as it is helping people purchase a solution that solves their problem. That's what they expect a trusted adviser to do.

Shortcuts to Consultative Selling

I've condensed everything your team will need to master Consultative Selling into just two days of sales training. To provide you with more flexibility -- and if your folks don't do well drinking out of a firehose -- I've broken the content into 4 half-day programs, summarized as:

1. How to get information
2. How to give information
3. How to craft win-win solutions
4. How to address the buyer's natural resistance to making a commitment ("objections")

More info is provided about each of those four sales training programs below. Each program can be delivered by me, Paul Johnson, at a site of your choosing. Each session is fun, interactive and activity-based to drive the learning home. Plus, I can tailor the content to fit your specific selling environment, or take deeper dives during extended sessions if, say, sales presentation training is a critical skill you'd like your team to master.

IMPORTANT: Each attendee will get their own extensive learning guide. Everything is spelled out, so the beginning salesperson will be able to refer to it later and review material they didn't quite "get" during the training. Likewise, seasoned pro's will find new material and tips in the sidebars (including my own Shortcuts to Yes™ strategies and techniques) that will prove invaluable in helping them improve performance. They won't feel like they wasted productive selling time by attending another sales training class.

Consultative Selling Program Overview

I. Questions That Sell

The questions you ask reveal more about your competence than the statements you make. Salespeople need to know how to use questions from the moment of first contact until the order is approved.

Effective questioning helps salespeople stay focused on the appropriate opportunities, avoid missed forecasts, and optimize use of company resources.

The best salespeople ask the best questions. Use these questioning techniques and join the best.

II. Hot Spot™ Presentations

While all sales presentations are intended to inform and persuade, Hot Spot Presentations also compel buyers to take action.

First, we'll show you how to structure a flexible presentation that will connect with your buyers. Then, you'll learn how to deliver a satisfying experience that will make it easy for buyers to commit to the next step.

These techniques make salespeople more effective in one-on-one situations, in the boardroom, and in front of large groups. Your buyers will "get it" faster, remember it longer, and buy from you sooner.

III. Selling Your Solution

Buyers don't really want your product or service. They want what it can do for them. Your selling challenge is to take the idea in their head and convert it into a reality they're willing to pay for.

Selling Your Solution can begin when your buyer is ready for a quote, and ends when they agree that you have the best solution. "Closing" is then just the formality of wrapping up the details.

Match up what you have with what they want, and you'll make the sale.

IV. Mastering Objections

The objection you fail to resolve is the one that will cost you the sale. Unresolved objections are incredibly expensive because they come at the END of the sales cycle.

This sales training course puts an examples-rich toolkit into your salespeople's hands so they can solve their own recurring sales stalls and objections. Attendees will apply our objections response process and techniques during the seminar, and then practice their new skills before they leave.

Turn sales objections into the stepping stones to sales success.

SPECIAL NOTE: At the risk of being repetitive, let me state again that you may select an individual program, as each is designed to stand alone. However, for maximum synergy, I recommend you consider including all four at your sales meeting, or over a series of meetings.

How to Learn More

Are you ready to turn your sales team into advisers your prospects will trust to guide them through complex buying decisions? You could...

• Call 770-271-7719 today to reach me, Paul Johnson, directly.
• You can also email me your phone number, and I'll call you back.

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I've been in this business since 1998, and I've learned that companies don't do business with other companies; it's people who buy from people. Let's you and I have a conversation. When we're done, I'll be happy to get you the information you need, including detailed Learning Objectives and investment information, to make it easy for you to make a positive decision and support your sales team's success.

I assure you, I'll make sure your salespeople will get all they need to excel at Consultative Selling. Whether you sell products or professional services, your team will benefit from developing the Consultative Selling skills we'll cover.

Paul Johnson

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Since 1998