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Consultative Sales Training Packages

Robinson Crusoe


Robinson Crusoe

We will develop a sales process that will be easy to implement with a step-by-step program to follow. At any time will you be able to either prospect yourself, ask somebody on your team to do it or hire a dedicated sales person.

Starting from choosing a database, to developing an USP and crafting effective messages for e-mail and calling campaigns, we will establish a system that is proven to work.

Bronze Level – Best Suited if You Match the Robinson Crusoe Profile

Audience – Who should participate in this program?

You are best suited for this level if you are a business owner, a sales person or an individual with sales responsibility who is not familiar with the consultative process. You are not comfortable selling just yet and you wouldn’t even know where to start when it comes to developing a sales process. You have a database (or not) but you don’t know who your ideal prospect s are and you are just trying to play the numbers game. While you book appointments and maybe have even stumbled upon new business, the meetings are not of high quality and your pipeline is always on the brink of drying up. There is no long-term plan to speak of.

Overview

The Bronze Level program is designed to help sales people who are struggling to embrace sales and to succeed in a consultative sales environment.

Goal

You will learn to develop an ideal client profile, identify a Unique Selling Proposition, segment a database and work toward a clear goal.

Sales is about consistency and a process. In this workshop you will learn to be more comfortable with your service offering and what you are selling. Once you know who your key audience is, we will co-create a message that will resonate with your prospects and you will be in a position of advising rather than pitching. Database management will be important to your success as you not only need to know when you target whom, but you want to provide clear documentation to your management to help manage expectations.

Program

This program can be executed as a workshop or an organizational training course. The workshops have the advantage that participants will be exposed to sales peers of different organizations, while the organizational training course will be tailored to the company’s specific needs.

Below are some highlights of the areas that will be covered:

  • Business & Sales 101
  • What Defines a Consultative Sales Process?
  • The Role of Consultative Sales Professionals
  • What is a Business Cycle?
  • The Importance of Sales
  • What is a Prospect?
  • Importance of Developing Relationships in a CS Environment
  • Habits of Success – Establishing Consistently Successful Behaviors-Daily Motivation
  • Self-Analysis & Skills Assessment
  • Identify Fears (of Selling, Calling, Cold Calling etc)
  • Active & Effective Listening
  • Examples of How to Develop a USP
  • Examples of How to Identify Decision Makers

Marie Curie


Marie Curie

We will co-create a sales approach that will be tailored to your business, transparent and easy to follow.

You will design your ideal prospect profile, develop a database, a unique selling proposition and everything else that will lead you and your team on the path to success.

Once the system is set-up, we will identify ways to optimize the process.

Silver Level – Best Suited if You Match the Marie Curie Profile

Audience – Who should participate in this program?

You are a sales professionals who is a bit jaded and tired because you feel that you don’t have the tools to sell effectively. While you have had some success, you also know that you are not tapping into your full potential. You know that attitude is key to being successful in sales but you can’t seem to get your groove back. You are tasked to put numbers on the books and you were able to do it in the past, but this new business environment is throwing you for a loop. Your sales manager is as frustrated as you are, but also demanding results which causes a constant conflict. This workshop will help you see things in a new light and you will walk away with a fresh dynamic.

Overview

The Silver Level program is the most comprehensive program and designed for sales professionals who already have experience in a consultative sales environment and/or have been in sales for more than three years. While they think they know their target audience and their Unique Value Proposition, it is often that knowledge that keeps them from being fresh and different. These workshops are designed for the sales professionals to review their thinking patterns and to find new ways to sell.

Goal

The goal for this level is to facilitate a process where sales people think in new terms rather than resorting to old habits. Once sales professionals sell for a long time they fall into certain habits (just like the rest of the human population) and it’s hard to think outside of the box.

Program

This program can be executed as a public workshop or an In-House organizational training course. The public workshops have the advantage that participants will be exposed to sales peers of different organizations, while the In-House organizational training course will be tailored to the company’s specific needs. The program is designed to be fluid and we will intimately work with participants to discuss their current challenges and meet objectives. We will review existing systems, discuss and improve messages and share best practices.

Below are some highlights of the areas that will be covered:

Consultative Selling – To Whom?
  • Consultative Selling 101 Consultative Selling – What and Why?
  • Why do people buy? Buyer Motivators- More than FAB
  • Developing a USP for your service offering – Differentiating Yourself from the Crowd
  • How to Research and Identify Potential Prospect Companies
  • Identifying Decision Makers
  • How to develop a Needs Assessment
How to Talk the Talk
How to Walk the Walk
  • Qualifying – Exploratory Research & Contact
  • Choosing and Building a Successful Database
  • Creating Messaging and Scripts
  • Delivering the Message – How is as Important as What
  • Getting Commitments – Asking the “Tough” Questions
  • Creating a Winning Presentation
  • Call Reluctance – Ten Obstacles to be Aware of
  • Closing
  • Cold or Warm Calling?
  • Identifying Fears (of Selling, Calling, Cold Calling etc)
  • Telephone Techniques-How to Stay in Control
  • Dealing with Stalls, Objections and Rejection-Price is not an Objection if Value is present
  • How to Ask for Money in the Sales Process
  • Active & Effective Listening
  • Mustering up Call Courage
  • Role Playing

Edward John Smith (Captain of the Titanic)


Edward John Smith

We will review your sales process and tweak it so it will be transparent to everybody within your organization. Your CEO will understand the challenges, the length of the sales cycle and we will manage expectations accordingly.

Your team also needs to understand that accountability is key to being successful and this process will discover pitfalls and opportunities.

Gold Level – Best Suited if You Match the Edward John Smith Profile

Audience – Who should participate in this program?

You are a sales professional comfortable in a consultative sales environment or a sales manager, but there are these situations where you wish you had somebody to reflect and discuss your experiences with. Purchasing departments get in the way of you selling to your full potential and there was this big sale that you recently lost and you can’t understand why they chose a competitor.

Overview

The Gold Level program is designed for sales professionals who have completed the Silver Level program or who already work in a consultative sales environment, but want to stay fresh, connected and on the cutting edge.

Goal

The goal of this program is for participants to have an on-going forum and peer group where they can share, discuss and review real life case studies. Sales people are sometimes very lonely, because sales is a very competitive practice. Participants will benefit from each other’s stories and experiences.

Program

This program is designed to be fluid and we will intimately work with participants to discuss their current challenges and meet their objectives. We will review existing systems, discuss and improve messages and share best practices.

Below are some highlights of the areas that will be covered:

Mastering Consultative Selling
  • Business & Sales 101
  • What Defines a Consultative Sales Process?
  • The Role of Consultative Sales Professionals
  • What is a Business Cycle?
  • The Importance of Sales
  • What is a Prospect?
  • Importance of Developing Relationships in a CS Environment
  • Habits of Success – Establishing Consistently Successful Behaviors-Daily Motivation
  • Self-Analysis & Skills Assessment
  • Identify Fears (of Selling, Calling, Cold Calling etc)
  • Active & Effective Listening
  • Examples of How to Develop a USP
  • Examples of How to Identify Decision Makers

Leonardo Da Vinci


Leonardo Da Vinci

We will work with you and your team to understand where the frustrations come from and how the sales process can be optimized so you can sleep well at night while your team has fun producing numbers.

We will assign responsibilities and establish accountability measures so everybody owns their part (including you).

MasterMind Level Retreats – Best Suited if You Match the Leonardo Da Vinci Profile

Audience – Who should participate in this program?

You are a company executive, a business owner, or a top sales manager. You are looking for a way to take your company to the next level. You know that it gets lonely at the top, but you also understand that big breakthroughs can happen when gathering with MasterMinds. Just remember Bill Gates and Steve Jobs teaming up to save Apple. That was a MasterMind moment. You are driven by success and willing to do whatever it takes to take your company to the new heights.

Because you are near genius, you also get in your own way and business challenges keep creeping up that need to be addressed. Sales don’t happen in a bubble and you know that.

Overview

Consultative Selling is a methodology that should be embraced by the entire organization. It is especially important to have buy-in from the C-Suite. If the CEO doesn’t embrace or understand the process, the sales people will not be able to succeed.

Goal

Consultative Selling doesn’t operate in a bubble. It is embedded within the company culture and sometimes other areas need to be reviewed to find a way to overcome the obstacles. This forum will give you the ability to honestly review and discuss your challenges and get feedback from other participants. Growth is the goal, not protecting your EGO.

Program

The MasterMind Level Retreats can also be public workshops or In-House organizational programs. The program is also designed to be fluid and customized to meet the participant’s individual needs. It gets lonely at the top and we always need sounding boards and other successful people to reflect with.

Below are some topics that will be part of these MasterMind Groups, but the content will mainly be driven by the individuals:

  • Discussion of Current & Past Challenges
  • Guiding your Company to Success – System-wide Daily Habits of Success
  • Why are my sales people not selling to their full potential?
  • How can I help my sales staff be more effective?
  • How does sales fit in within the organization?
  • What am I doing to guide my people to success?
  • What am I doing to help my people to tap into their full potential?
  • Burnout – What to Do About It and How to Avoid It
  • Personal Mindset Obstacles – How to Overcome Them
  • Taking your Success to the Next Level – Identify Obstacles & Create Strategies
  • Getting Deep into the Process
  • How to Manage your Senior Management, including C-Level Leadership