Every business needs satisfied customers to be successful. One in four open job postings requires sales or customer-facing skills. Consultative Selling is the heart of the sales process. Sales is not pushing things on people; sales is connecting people’s needs with the products and services of your organization. Students in Consultative Selling will build and hone the fundamental skills necessary for effective sales and customer support conversations. Students will learn to build relationships, gain interest, understand needs, present solutions (not pitches), close for true commitment, and handle genuine customer objections. In the real world, everyone wants to be comfortable with making decisions, and they value the sales or support person who helped them achieve that comfort. Consultative Selling students will learn the exact same sales skills that have been taught to sales professionals worldwide in companies including IBM, Hewlett Packard, Apple, GE, Siemens, Blue Cross Blue Shield, Prudential Realty, TransUnion, Kaiser Permanente and thousands of small and medium-sized companies. Graduates of Consultative Selling will be highly prepared to get hired and perform well in sales careers.
From the comfort of your home, office or anywhere, you can acquire knowledge and practices that will change your results in sales forever. Training worth thousands of dollars from highly acclaimed expert instructors is value priced to fit almost every budget. Results acquired through these selling techniques will pay for this training in no time and many times over.
The Consultative Selling Bundle includes the following online courses:
The vast majority of sales training programs actively tell you what to do. In contrast, the keystone sales methodologies offered in GDA’s Consultative Selling courses teach you how to do it. This course provides an overview of each of the eight courses and a very real GDA teaching style experience. Take this course and you'll see why audiences world-wide rave about our use of music, videos, and reinforcing quizzes to keep you engaged while growing your skills base.
This course will provide you with techniques for building rapport and a trusting relationship where real profitability begins. Through Establishing Rapport sales training, you will learn how to establish that connection with the customer – a rapport that makes the customer want to listen to you right at the start of the sales call – EVERY TIME!!
With Creating Interest you will discover how to deliver a message that will make people want to talk with you – and do so in a planned fashion! Even better, you will learn and practice creating all three types of interest-grabbing statements. Each technique is designed to achieve maximum effectiveness. You’ll master the techniques and create your own examples by the time you finish the course!
Imagine knowing exactly what your customers or clients want, why they want it, and how they will make their decision…before you begin your presentation. You can have this conversation with any customer and earn their preference to buy from you, locking out completion just by the way you discuss their needs.
Presenting the Solution will allow you to make your sales presentation powerful and effective. Through this innovative sales training class, you will learn how to ALIGN THE SPECIFIC FEATURES of your solution AGAINST CUSTOMER NEEDS, articulate THE BENEFITS to the customer and confirm the IMPACT OF THIS SOLUTION on the organization.
If you’re not closing sales, you could be missing these key points: What are the objectives for the sales call? How do the objectives change during the selling cycle? How will you know if you’re making progress? Regardless of the sales call objective (what you are closing for), this module on Closing for Commitment will provide the path to your desired results.
This course addresses every aspect of objection handling! Learn how to dispel some of our most instinctive reactions. Discover that there are numerous different types of objections. Understand what those objections truly mean. Acquire new skills and techniques to fully prepare you to respond to every type of objection. Begin to develop your preferred selling style in responding to customer objections. The Handling Objections course will boost your personal confidence and improve your success rate.
From the first point of contact to closing the deal, learn the stages of this process to shorten your sales cycle and close more sales! The Logical Selling Process covers every stage of a well-constructed and successful sales cycle. New to Sales? Get a step-by-step road map for prospecting and account management. Adopt an appreciation for the principles of offense in selling. Learn the secrets to accelerating through the sales process. Experienced Sales Professional? Learn why the last deal was lost in the eleventh hour. Acquire better instructions for sales project team members. Gain new suggestions for energizing the sales pipeline.
Each course is composed of two or more modules, and each module may take 20 - 30 minutes to complete. Each module has one or more quizzes for content reinforcement, and a successful completion of the quiz gains you access to the next module. Successful completion of the course final exam provides access to the course completion certificate.
* Online Only courses are not eligible for certification.
The national certification by NCCET, National Council for Continuing Education and Training process includes:
Completing the certification process guarantees the student has not only learned the techniques, but can also use the techniques in the work environment to increase effectiveness.