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Consultative Selling Master Class - Sales Skills Training
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Introduction to Consultative Selling
What is Consultative Selling
What We Will Cover in this Course
How to Make the Most of this Course
Quiz 1: What is Consultative Selling?
Introduction to the Characteristics of High Performing Selling
The Process of Self-Development
You Can Count On Me! The Power of Trust
The Power of Responsibility - No Other Guys
It's A Career - The Power of Dedication
Fit the Culture - the Power of Sociability
Quiz 2: Qualities of Great Sales People
Be a Business Advisor - The Power of Understanding
Team Players - The Power of Teamwork
Customer Focus - The Power of Empathy
Dance to Your Own Drumbeat - The Power of Discipline
They Sleep With Trucks! The the Game You Are In
Quiz 3: Characteristics of the Best
Introduction to the Process
Capabilities + Network = Wealth
Build Your Personal Brand
Activity: Becoming the Expert
Know Your Product Features and Benefits
Know Your Company's Brand Strategy
Quiz 4: Creating Brand Value
Know Your Competition - Competitor Analysis
The Sales Funnel: The Dating Stages
The Sales Funnel: The Commitment and Marriage Stages
Activity: Plan Your Own Sales Funnel
Qualifying Leads and Your Lead Magnet
Quiz 5: Gaining Competitive Advantage
Plan Your First Meeting
Managing Your Anxiety
Introduction to the Consultative Conversation
The First Impression - Do They Like Me?
Why They Like You
Continuous Improvement and Dialogue
Quiz 6: Building A Trusting Relationship
From Small Talk to Business Talk
Probing for the Problem Definition
Analyzing Causes of a Problem
Analyzing the Problem - Situation Analysis
Problem Solving Model - Root Cause Analysis
From Problem to Solution
Activity: From Problem to Solution
Quiz 7: Using the Problem Solving Model as a Sales Framework
The Value Proposition
The Proposal
Offer Proof and References
Close the Sale
Responding to Objections
Quiz 8: Closing the Deal
Follow-Up and Quality Control
What's Next - The Easiest Sale You Will Ever Make!
Introduction to the Essential Communication Skills
Body language
Asking Open-ended and Probing Questions
Activity: Asking Open-Ended Probing Questions
Reflective Listening to Clarify Needs
Activity: Practice Reflective Listening
Using Empathy Statements to Build Trust
Activity: Practice Empathy Statements
Acknowledging and Using Silence.
Introduction to Consultative Selling
Introduction to Consultative Selling
Preview
What is Consultative Selling
Preview
What We Will Cover in this Course
Preview
How to Make the Most of this Course
Quiz 1: What is Consultative Selling?
How Do High Performing Sales People Behave?
Introduction to the Characteristics of High Performing Selling
The Process of Self-Development
You Can Count On Me! The Power of Trust
The Power of Responsibility - No Other Guys
It's A Career - The Power of Dedication
Fit the Culture - the Power of Sociability
Quiz 2: Qualities of Great Sales People
Be a Business Advisor - The Power of Understanding
Team Players - The Power of Teamwork
Customer Focus - The Power of Empathy
Dance to Your Own Drumbeat - The Power of Discipline
They Sleep With Trucks! The the Game You Are In
Quiz 3: Characteristics of the Best
The Process: The Antecedents to Consultative Selling
Introduction to the Process
Capabilities + Network = Wealth
Build Your Personal Brand
Activity: Becoming the Expert
Know Your Product Features and Benefits
Know Your Company's Brand Strategy
Quiz 4: Creating Brand Value
Know Your Competition - Competitor Analysis
The Sales Funnel: The Dating Stages
The Sales Funnel: The Commitment and Marriage Stages
Activity: Plan Your Own Sales Funnel
Qualifying Leads and Your Lead Magnet
Quiz 5: Gaining Competitive Advantage
Plan Your First Meeting
Managing Your Anxiety
The Consultative Conversation
Introduction to the Consultative Conversation
The First Impression - Do They Like Me?
Why They Like You
Continuous Improvement and Dialogue
Quiz 6: Building A Trusting Relationship
From Small Talk to Business Talk
Probing for the Problem Definition
Analyzing Causes of a Problem
Analyzing the Problem - Situation Analysis
Problem Solving Model - Root Cause Analysis
From Problem to Solution
Activity: From Problem to Solution
Quiz 7: Using the Problem Solving Model as a Sales Framework
The Value Proposition
The Proposal
Offer Proof and References
Close the Sale
Responding to Objections
Quiz 8: Closing the Deal
Deliver and Service the Sale
Follow-Up and Quality Control
What's Next - The Easiest Sale You Will Ever Make!
The Essential Communication Skills
Introduction to the Essential Communication Skills
Body language
Asking Open-ended and Probing Questions
Activity: Asking Open-Ended Probing Questions
Reflective Listening to Clarify Needs
Activity: Practice Reflective Listening
Using Empathy Statements to Build Trust
Activity: Practice Empathy Statements
Acknowledging and Using Silence.
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