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Consultative Selling Training

True Colors International
Training overview
Corporate / Group Training
4 - 8 hours
Consultative Selling Training

Course description

In order to fully master the complexity of the sales relationship, sales representatives must go beyond likability and learn to add value through every step of the sales process. They must develop effective communication skills and the ability to have a deep understanding of the customer’s need and use that understanding to push the customer’s thinking. To do this effectively sales representatives must use different skill sets and competencies to understand how each customer will behave or respond to different situations throughout the selling process. A deep understanding of their needs, wants, goals and objectives will help them strategically influence the sales conversation.

Our proprietary methodology starts at the source – personal philosophy. Without an evolution of personal philosophy, no true growth can occur. The overarching goal is to create a shift in personal philosophy and self- awareness that hone the skills and behaviors required to improve influencing efforts. We help each individual fully understand the 4 Key Success Factors of the Consultative Selling Mindset, we set them up to deliver high performance – consistently.

The Challenge:
Only 26% of sales representatives deliver high performance consistently. That 26% are true consultative sellers, meaning they understand that sales success goes beyond relationship building.

They are succeeding in a time when classic relationship building is a losing approach. This is especially true when it comes to selling complex business-to-business solutions or a complex sales relationship in general. The True Consultative Sales workshop will help Business Leaders and Management achieve better sales productivity and results.

The True Colors Process
From day one, we’ll work hand in hand with your organization to ensure your sales representatives gain a full understanding of our personality profiling language and how it can be integrated into the Consultative Selling Mindset.

Who should attend?

Sales Individuals / Employees / Teams; Sales Managers; Sales Leaders; Business Development Professionals; Consultants; Human Resources Professionals; Customer Service

Pre-Requisite: Personal Success Workshop

True Colors' programs are applicable in Corporate, Government, Military, Healthcare, Education, and Non-Profit sectors.

Training content

True Consultative Sales Key Learnings Include:

  • Understanding Consultive Selling Framework
  • Understanding the Customer Engagement Model
  • Understanding the application of True Colors® communication strategies while using the Consultive Selling framework to: Qualify clients by effectively using prefacing and deep-dive questions while consultatively selling through True Colors
    Develop a selling mindset by actively listening to customer needs, wants and objectives
  • Apply strategies to communicate and sell more effectively to customers of all personality types
  • Qualify clients by effectively using prefacing and deep-dive questions while consultatively selling through True Colors
  • Close the sale by navigating resistance and overcoming objections
  • Sell to a diverse population by identifying customers’ True Colors and effectively adjusting sales approach
  • Understand accountability to close the sale through self-awareness, recognizing non-accountable behavior and correcting to a solution-focused mindset
  • Drive customer engagement and loyalty
  • Apply strategies to communicate and sell more effectively to customers of all personality types

Course delivery details

On-Site (in person) or Distance (virtual over Zoom)

Collaboration and customization of program duration, price, and content focus can be incorporated to meet the needs and goals of your organization

Continuing studies

After completing the Consultative Sales Workshop, groups and organizations can move forward in their programming with additional advanced applications including Effective Communication Skills, Team Building, Conflict Management, Leadership Development, Emotional Intelligence, Social Emotional Learning, Teaching & Learning Styles, True Parenting, and more.

About True Colors

True Colors International

Global Leader In Consulting & Training Providing Online & In Person Solutions: Maximizing organizational performance through better people performance True Colors International is a global consulting and training firm that has been transforming organizational cultures for over forty years. True...

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