Curriculum

Course Descriptions

Select a course below for additional information.

Consultative Sales Academy

Introduction to the Consultative Sales Model

Consultative selling is the key to customer focused sales and service interactions. You will apply the skills and strategies necessary to gain competitive sales advantage by planning and executing a proven sales process. (Kick-off Session)

#

It Takes All Kinds

Learn how to build relationships by reading people, understanding yourself and adjusting your approach to gain commitments and improve communication.

#

Speaking Your Customers' Language

Enhance your communication with internal and external customers by identifying communication styles and applying effective communication, listening and rapport building skills.


#

Consultative Selling

This module will help identify customer needs by utilizing questions effectively. You will also learn how to present solutions that target the customer's true needs and interests even if those needs are not communicated.

#

Handling Stalls & Objections

This module will prepare you to handle even the most difficult objections. Learn how to handle stalls, overcome customer doubt, get customers who are dragging their feet to make a commitment and learn to quantify value over price objections.

#

Expanding Your Business

Increase market share of your products and services by growing your current and prospective customer base and obtaining more competitive sales. Position yourself within your accounts by developing relationships with multiple influencers.


#

Service From the Inside Out

A common thread in all outstanding organizations is that service starts on the inside. This module will enhance customer service and relationship building skills with internal and external customers to provide service beyond expectations.

#

Negotiating for Impact

As a result of this highly interactive e-learning module, you will develop win-win negotiation plans for key accounts that will produce higher margins and customer satisfaction. Learn your negotiation style, make better concessions and overcome tactics.

#

Closing, Gaining Commitments & Follow-Up

Gaining commitments is a natural part of the consultative sales process when applied correctly. As a result of this module you will eliminate fear of commitment, recognize buying signs & appeal to different "convincer" strategies to confirm the sale.


Consultative Sales Academy

Consultative Sales Certification is offered by Consultative Sales Academy.
Consultative Sales Academy • (203) 299-1645

Learn more. Sell more. Earn more.