CONSULTATIVE SELLING

E-Learning + Coaching

CONSULTATIVE SELLING

E-Learning + Coaching

BIGGEST TAKEAWAYS... 

  • Selling systems, tools and best practices to skill-build an effective sales team. 

  • A complete template library to build Territory, Account, Prospect and Sales Call Plans. 

  • Self-paced learner friendly platform that includes text narration, explainer videos, simulations, assessments and gaming. 

  • Performance based quizzes and exams to knowledge check sales best practices.  

  • Optional Live Online Coaching to reinforce, practice and integrate acquired skills.  

 

PARTICIPANT PROFILE

  • B to B Sales Professionals

  • Territory Account Managers, Key Account Managers and New Business Development Reps.

E-LEARNING COURSE 

SESSION 1-BUILDING A SALES CAREER PLAN

  • What are Sales Best Practices?

  • Why a Professional Development Plan Matters?

  • What is the Sales Training Experts Professional Development Career Path?

  • Consultative Selling Defined

 

SESSION 2: SELF-MOTIVATION TECHNIQUES

  • The Evolution of the Sales Profession and the Future of Selling

  • Self-Awareness in Selling

  • Motivational Techniques

 

SESSION 3: THE SALES PROFESSIONAL'S TOOL KIT

  • The Tools Used in Consultative Selling

  • Time Management & Setting Sales Goals

  • The Power of Persuasion

 

SESSION 4: PLANNING FOR SALES SUCCESS

  • Territory Plan

  • Account Plan

  • Prospect Plan

  • Call Plan

COACHING WORKSHOPS

 

COACHING WORKSHOP 1: GETTING STARTED

  • Identify and agree on a defined coaching plan

  • Checklist of key concepts and tools to review

  • Question and Answer

 

COACHING WORKSHOP 2: MOTIVATIONAL TECHNIQUES

  • What motivates you and drives performance?

  • How is your performance measured? (KPIs)

  • What are the roadblocks to your performance?

  • What Selling Skills will fill performance gaps?

 

COACHING WORKSHOP 3: SALES PROFESSIONAL'S TOOL KIT

  • What tools are required to help improve sales performance?

  • What are the best Time Management practices for you?

  • How can you be more persuasive?

 

COACHING WORKSHOP 4: PLANNING FOR SALES SUCCESS

  • What is your current Territory Plan?

  • What is your current Account Plan?

  • What is your current Prospect Plan?

  • What is current Call Plan?

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