Click on the subtopic on the left for further details.

Consultative vs. Traditional Selling

• Why Consultative Selling?
• Strategic Selling vs. Transactional Selling?
• Why is your Mother so important to selling consultatively?
• Typical sale process, time line analysis … Where does each type of rep get involved? Where do you get involved?
• What category of sale rep are you? Visitor, Product Peddler, Consultant?
• What style do customers want?
• How do relationships impact sales?
• Workshop: Strategic vs. Transactional Selling

Differentiation

• Why is differentiation the key to buying decisions?
• How do people make complex decisions?
• What are the 3 reasons people buy?
• How are decisions made in large complex organizations?
• What is The Trust Triangle?

Consultant's Vocabulary

• What is the vocabulary of the consultant?
• What language does each key executive speak?

MBA-Lite™:

• What are the top 10 "must-know" concepts to earn your "MBA-Lite™"

Account Control

• What is Quid Pro Quo?
• Why is Quid Pro Quo so essential for the consultant?
• What is column fodder and how do you avoid it?
• How do you gain & maintain control? Respond: "I need a quote on a CT."
• How do you lose a sale and "win?"
• How do you use a Confidentiality Agreement or MOU?
• What is a sponsor letter?
• What is a close plan letter and how do you use it?
• How do you respond to a "surprise" bid request?
• What is your cost of sales and why must you know the specifics of this cost?
• What is the power curve?
• Workshop: Analyzing your Account Control
• What is the #1 key to gaining and maintaining account control?
• Why is the "Sales Process" irrelevant to true Superstars?

Value Proposition

• What are the four major components of a powerful Value Proposition?
• How do you develop a powerful value proposition for your company, product and solution?
  

Credibility & Tools

• How do you gain credibility in an account?
• How do you address competitive discussions?
• What is a "naked" call?
• What is the Personality Grid and how do you use it?
• What are the two different types of credibility? Why are they so important?
• What is the value of relationships?
• Why you should test your credibility on every call?
• What is a "throw away?" When is it used?
• When does the consultant initiate price discussions?
• What is a credibility preface? How do you use it?
• When is it appropriate to back up the truck?
• What is the consultant's "ultimate credibility tool"

Consultative Selling | Strategy | Execution