The Art of Consultative Selling (Virtual)
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In this highly interactive course, you’ll learn how to sell smarter, faster, and better by applying the fundamental strategies required of consultative selling.
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Led by: Mark Strong
Date and time
Wednesday, Feb 15th from 1-4pm ET
Location
Online
$799 includes DiSC for Sales Assessment
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About this event
OVERVIEW
Most of us don’t like to use the word sales. But the truth is, we are all sellers. And too often when our ideas and proposals die, it's not because our audience didn’t buy them, it's because we failed to sell them. In this highly interactive course you’ll learn the art of selling, no matter who your audience is. Here's what we'll cover:
Adapting to Different Buying Styles - DISC for Sales // We'll kick off the session with a full DiSC for Sales assessment debrief. This iteration of DiSC is focused on priorities that shape your sales experience, your personal sales strengths and challenges, and how to recognize and adapt to different buying styles. Participants will complete the assessment online in advance and be provided with a full copy of their personalized report, which we'll explore together during the session.
Consultative Selling // We'll learn what it is that sets consultative sellers apart from traditional sales people. We’ll look at how consultative sellers approach and view buyers, how they present solutions, how they engage and communicate, and how they focus on relationships and partnerships. We’ll cover the four key aspects of consultative selling, including: understanding the audience, interrogating the situation, building relationships, and architecting the right conversation. We’ll share a number of practical sales tools such as our State of the Union which helps diagnose business challenges and opportunities in order to better understand goals, the Audience Buying Dossier, the Relationship Map, the SPECIFICS model, and more.
Asking Better Questions // Questions are a powerful tool – they fuel innovation, unlock opportunities, mitigate risk, and help us solve problems. Sadly, most of us never ask enough of them. We’ll review the three ways we can improve the quantity and quality of our questioning through types, categories, sequence, and intent. We’ll talk about adapting questions to the conversation, how to leverage them to build relationships, and much more. Participants will hone their questioning skills through an interactive exercise.
Contextual Listening // Listening is not simply an action we perform by using our ears. It’s a full body experience and a critical thinking skill. In this module, we’ll touch on the three levels of listening: passive, active and contextual, but we’ll pay special focus to what it means to listen contextually – to what’s not being said. We’ll uncover what cues to look for while having sales conversations. We’ll learn what they mean and how to adapt to them in order to keep moving closer to closing.
Handling Objections and Questions // No one likes to hear objections, but the reality is successful sales have two times more objections than unsuccessful ones. In this module, we will face our fear of objections head on to better understand what they actually mean and where they stem from: need, value, features, and desires. We’ll learn a process for preparing for objections and review six data-backed tips for handling them like a pro -- so next time we’re faced with an objection we see it as an opportunity.
Consultative Selling // We'll learn what it is that sets consultative sellers apart from traditional sales people. We’ll look at how consultative sellers approach and view buyers, how they present solutions, how they engage and communicate, and how they focus on relationships and partnerships. We’ll cover the four key aspects of consultative selling, including: understanding the audience, interrogating the situation, building relationships, and architecting the right conversation. We’ll share a number of practical sales tools such as our State of the Union which helps diagnose business challenges and opportunities in order to better understand goals, the Audience Buying Dossier, the Relationship Map, the SPECIFICS model, and more.
Asking Better Questions // Questions are a powerful tool – they fuel innovation, unlock opportunities, mitigate risk, and help us solve problems. Sadly, most of us never ask enough of them. We’ll review the three ways we can improve the quantity and quality of our questioning through types, categories, sequence, and intent. We’ll talk about adapting questions to the conversation, how to leverage them to build relationships, and much more. Participants will hone their questioning skills through an interactive exercise.
Contextual Listening // Listening is not simply an action we perform by using our ears. It’s a full body experience and a critical thinking skill. In this module, we’ll touch on the three levels of listening: passive, active and contextual, but we’ll pay special focus to what it means to listen contextually – to what’s not being said. We’ll uncover what cues to look for while having sales conversations. We’ll learn what they mean and how to adapt to them in order to keep moving closer to closing.
Handling Objections and Questions // No one likes to hear objections, but the reality is successful sales have two times more objections than unsuccessful ones. In this module, we will face our fear of objections head on to better understand what they actually mean and where they stem from: need, value, features, and desires. We’ll learn a process for preparing for objections and review six data-backed tips for handling them like a pro -- so next time we’re faced with an objection we see it as an opportunity.
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ABOUT STRONG TRAINING & COACHING
We help people get strong at work, so they can be strong in life. We offer training, coaching and facilitation to help everyone from individual contributors to executive leaders. Our bespoke programs build both horizontal skills like managing, presenting and persuading; and vertical skills such as business leadership, strategy and project management.
Each one of our coaches/trainers comes with decades of management, leadership and executive experience. We've faced the same challenges you have — so we don't just talk the talk, we've walked the walk. When it comes to learning and development, we like to keep it real - favoring the practical over the theoretical. And, we know that if it's not fun it's forgettable. So, we bring a heaping dose of energy and humor to everything we do.
Some companies we've partnered with include Droga5, McCann, Ogilvy, Carmichael Lynch, Colle McVoy, Horizon Media, Dow Jones, Harper Collins, The Wall Street Journal, and many more.
Each one of our coaches/trainers comes with decades of management, leadership and executive experience. We've faced the same challenges you have — so we don't just talk the talk, we've walked the walk. When it comes to learning and development, we like to keep it real - favoring the practical over the theoretical. And, we know that if it's not fun it's forgettable. So, we bring a heaping dose of energy and humor to everything we do.
Some companies we've partnered with include Droga5, McCann, Ogilvy, Carmichael Lynch, Colle McVoy, Horizon Media, Dow Jones, Harper Collins, The Wall Street Journal, and many more.
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ABOUT THE TRAINER
Mark spent 25 years working at boutique and global ad agencies such as Fallon and McCann in many roles ranging from EVP, Chief of Staff, Director of Business Development, Director of Account Management and Director of Learning. In 2004, he started Strong Training & Coaching to help people get strong at work, so they can be strong in life.
He takes an action-centered approach to coaching & training, providing clients with tools they can use now to maximize their impact. While Mark is serious about delivering results, he doesn’t miss an opportunity to infuse humor into his engagements knowing that ultimately, if it’s not fun, it’s forgettable.
As a coach and trainer, Mark has significant credentials from the Institute for Professional Excellence in Coaching (iPEC), CorporateCoachU, and The Institute of Coaching at McLean/Harvard Medical School and is a certified practitioner of DiSC.Mark's favorite quote is “Always be learning”. In another life, Mark is a comedic actor. In this life, Mark calls Minneapolis home.
If you have any questions, please email hello@markstrongcoaching.com.
He takes an action-centered approach to coaching & training, providing clients with tools they can use now to maximize their impact. While Mark is serious about delivering results, he doesn’t miss an opportunity to infuse humor into his engagements knowing that ultimately, if it’s not fun, it’s forgettable.
As a coach and trainer, Mark has significant credentials from the Institute for Professional Excellence in Coaching (iPEC), CorporateCoachU, and The Institute of Coaching at McLean/Harvard Medical School and is a certified practitioner of DiSC.Mark's favorite quote is “Always be learning”. In another life, Mark is a comedic actor. In this life, Mark calls Minneapolis home.
If you have any questions, please email hello@markstrongcoaching.com.