Sales Development

Business Consulting

"Consultative selling" —the ability to understand and link solutions to a customer's business priorities—is a critical skill but is no longer a differentiator. Most experienced salespeople know how to identify information about a customer's products and how to ask questions to uncover business issues. Furthermore, the consultative sales role is still, as the term suggests, a sales role. The real opportunity to stand out from the competition lies in becoming a trusted advisor and true consultant to the business, asking questions focused on the customer's core business processes. Once the salesperson thoroughly understands these processes — how they link to each other and what information is exchanged among them — it is possible to identify unique opportunities to improve key metrics, such as inventory turn, labour costs, or time to market. Your sales executives can achieve this level of performance by learning how to:

  • Call higher and wider to reach key decision makers throughout the organisation
  • Understand the customer's critical business priorities
  • Create a differentiated offering, unmatched by the competition
  • Align solutions with the customer's critical business priorities

Business Consulting Skills Programs:

Aligning with Customer Buying Behaviours

Aligning with Customer Buying Behaviours helps high-performing salespeople understand the customer's buying process. Participants learn how to look beyond their own selling priorities and adapt their offering to meet the customer's buying priorities—fitting into the customer's business and buying processes versus requiring the customer to adapt. learn more

Conducting Strategic Business Calls: Discovering Critical Success Factors

Conducting Strategic Business Calls: Discovering Critical Success Factors addresses the foundational skills of consultative selling. Understanding those few areas that are critical for business success is first and foremost. Sales professionals learn how to uncover customers' critical success factors and how to adapt, create and position the business value of their offering to meet these requirements. learn more

Consulting with Clients

Consulting skills are as important as technological proficiency in today's environment. Consulting with Clients is an intermediate level workshop designed to enable consultants to bring business value to their internal or external clients. Participants will learn how to align solutions to address business priorities and processes and, as a result, achieve increased revenue and customer loyalty. learn more

The Counsellor Salesperson

The Counsellor Salesperson uses a four-step consultative selling process that helps salespeople transition from simply making transactions to solving real business problems. CSP focuses on adopting a Counsellor Mindset, a mindset that builds profitable, long-term customer relationships. learn more

Creating Differentiated Offerings

The Creating Differentiated Offerings module of the Sales Advantage Series helps high-performing salespeople avoid the pitfalls of competing on price by effectively differentiating their offering with customers. In this module, sales professionals learn how to look beyond easily commoditised features and services to developing real differentiation based on what the customer values, which is hard for competitors to replicate. learn more

Global Effectiveness

Global Effectiveness is based on working within the five cultural dimensions. This program will teach participants what types of behaviours to expect from certain cultures and how to prepare themselves for business interactions. Participants will learn how to turn cultural differences from an unknown liability into an asset. learn more

Negotiating to Yes (Sales Edition)

Negotiating to Yes helps salespeople become better negotiators by turning face-to-face confrontation into side-by-side problem solving. It is based on the concept of Principled Negotiation, a method that offers salespeople an efficient process for reaching optimal business agreements that are satisfying to both parties and actually strengthen professional relationships. learn more

The Counsellor Salesperson: Turbocharging Discovery Agreements

Turbocharging Discovery Agreements is a unique half-day workshop designed specifically for graduates of The Counsellor Salesperson. This practical, hands-on workshop helps salespeople deepen their understanding and strengthen their ability to better apply the critical Discovery and Discovery Agreement skills that are the foundation of the Counsellor Approach. learn more

Turning Information into Sales

In Turning Information into Sales, salespeople will be provided with tools to effectively discover business needs, identify what matters and apply it in successful sales. They will develop the essential ability to discover the information needed to create highly satisfactory and compelling solutions, resulting in improved sales results. learn more

The Versatile Salesperson

The Versatile Salesperson is built around the four-quadrant Social Styles matrix. Participants are profiled for their perceived Social Style and interpersonal versatility level, then learn how to identify others' Social Styles and temporarily adjust their own to communicate more easily and effectively with others. learn more