Sales Skills Training: Consultative Selling Master Class
Sales Skills Training: Consultative Selling Master Class, available at $84.99, has an average rating of 4.59, with 55 lectures, 8 quizzes, based on 3812 reviews, and has 13235 subscribers.
You will learn about How to sell consulting and other high value services in the spirit of service How to Sustain a Lasting Professional Relationship with Clients Building Your Personal Brand Mastering the Art of Building Trust for High Value Sales Engaging Your Client in Co-Creating Solutions that Meet His/Her Needs This course is ideal for individuals who are Any professional who desires to influence others and build a lasting business relationship. or Professionals seeking to become partners, principles, or high earners in their company. or Entrepeneurs who have to sell their ideas to prospective investors or partners. or Any sales professional wishing to increase the value of their sales and their relationships It is particularly useful for Any professional who desires to influence others and build a lasting business relationship. or Professionals seeking to become partners, principles, or high earners in their company. or Entrepeneurs who have to sell their ideas to prospective investors or partners. or Any sales professional wishing to increase the value of their sales and their relationships.
Enroll now: Sales Skills Training: Consultative Selling Master Class
Summary
Title: Sales Skills Training: Consultative Selling Master Class
Price: $84.99
Average Rating: 4.59
Number of Lectures: 55
Number of Quizzes: 8
Number of Published Lectures: 55
Number of Published Quizzes: 8
Number of Curriculum Items: 63
Number of Published Curriculum Objects: 63
Original Price: $89.99
Quality Status: approved
Status: Live
What You Will Learn
- How to sell consulting and other high value services in the spirit of service
- How to Sustain a Lasting Professional Relationship with Clients
- Building Your Personal Brand
- Mastering the Art of Building Trust for High Value Sales
- Engaging Your Client in Co-Creating Solutions that Meet His/Her Needs
Who Should Attend
- Any professional who desires to influence others and build a lasting business relationship.
- Professionals seeking to become partners, principles, or high earners in their company.
- Entrepeneurs who have to sell their ideas to prospective investors or partners.
- Any sales professional wishing to increase the value of their sales and their relationships
Target Audiences
- Any professional who desires to influence others and build a lasting business relationship.
- Professionals seeking to become partners, principles, or high earners in their company.
- Entrepeneurs who have to sell their ideas to prospective investors or partners.
- Any sales professional wishing to increase the value of their sales and their relationships
Sell in the Spirit of Service, seek to solve problems and build lasting relationships. This is Consultative Selling Skills, the anxiety free way to sell million dollar contracts.
Selling is an essential skill in our economy and for your personal development. To earn your full potential you must be able to sell your self, your ideas, your product or service. Consultative Selling reduces the anxiety of selling by focusing on shared problem-solving and building trusting relationships. Those who become partners or principles in professional service firms (consultants, lawyers, etc.) are those who bring in the business. This course describes exactly how to bring in high value contracts by building trusting relationships with clients. To succeed as an entrepreneur you must have the selling skills taught in this course.
The instructor was CEO and owner of a consulting firm for more than thirty years and sold multi-million dollar consulting contracts to companies like Shell Oil Company, Texaco, Honeywell, Merck, Coca-Cola, Bacardi, Corning, and others. He explains exactly how to build your own brand, establish credibility in the marketplace, build awareness, interest, and lasting relationships.
Transactional selling is like a one-night date. Consultative Selling is like a marriage, a partnership with your clients, in which you share in identifying problems and co-creating solutions. Consultative Selling skills take you from the earning potential of a skilled professional in your field to the million dollar plus earning potential of a partner or business owner.
The topics covered include the following:
1. How Do High Performing Sales People Behave? – A Study of the Stars. This is actual field research conducted by the instructor for a client on the dozen most successful sales people out of many hundreds selling for a major commercial truck manufacturer.
2. The Process of Consultative Selling: The Antecedents that Lead to the Sale. The instructor describes the process of creating a “sales funnel” that starts with knowing your market, creating awareness, personal and company branding.
3. The Consultative Conversation.This section describes the factors in “likeability”, the process of dialogue (thinking together), problem solving models that enable you to immediately start adding value by helping the client diagnose their problems and co-create solutions that incorporate the features and benefits of your service or product. The instructor shares a detailed actual proposal of his consulting services that sold for more than a million dollars. He also shares a case study and suggest possible proof statements that enable the closing of the sale.
4. Service the Sale:Many sales courses end with the famous “close”. However, this instructor insists that the initial close of a contract is only the beginning of a relationship and describes the process of post sale service and quality control that leads to additional sales opportunities.
5. The Essential Communication Skills: The final section of the course is training in the fundamental communication skills of asking open-ended questions, reflective listening, and expressing empathy that are essential to all quality relationships and are essential for Consultative Selling.
There is nothing theoretical about this course. It iis entirely based on the instructors many years as the principle rainmaker of a successful consulting firm.
Larry Miller has more than two hundred thousand online students, seventeen courses, and numerous best selling courses. He has also published eleven books, two of which were on the NY Times Best Seller list.
Comments by previous students:
“The course exceeded my expectations, its content is of quality and delivered beautifully. I could start applying things that I have learned tomorrow morning and I probably will. Thank you!” Andrei Nechifor
“Yes, Lawrence Miller explains everything in detail. Very good to know what to expect and why. Also, very informative with coaching and dealing with individual vs team performance. The lines are laid out pretty clearly. There was a lot of great material, including feedback and open-ended questions techniques that are definitely useful in coaching and management.” Deanne Duncan
“An outstanding leader and an amazing teacher. This teacher transformed the way I am doing business. He made me by far a better business consultant and executive coach. All the respect and love for him. Once you take one of his courses, you will be addicted to his teachings and courses.”Nabil El Hady
“This course is fantastic, and I say that as someone who is very familiar with lean. I’m now using this course as part of my consulting practice to help my clients learn lean management, quality improvement, and the kata of high performing teams. The quality of instruction is outstanding on every front, and all the more so considering the low cost at which it can be accessed here on Udemy (whether purchasing it for myself or for others who need the material). Larry, thank you for what you have created here. This is an excellent resource for the direct practitioner, as well as the coach/consultant who is seeking to help clients learn, implement, and master these methods. I truly appreciate what you’ve done.”Josh White
“The course was very informative, with proper guidelines and activity involved to practice. Miller is awesome in explaining things with right choice of words. Thanks again.”Divya
“I love it! is concise, easy to understand even for me. I am just a beginner, but the explanations are very clear. He is a great teacher! Although it is a lot of information I did really enjoyed this course. Lawrence is amazing.”Maria Vargas Figueroa
Course Curriculum
Chapter 1: Introduction
Lecture 1: Introduction to Consultative Selling Skills
Lecture 2: What is "Consultative Selling?"
Lecture 3: What We Will Cover in This Course
Lecture 4: How to Make the Most of This Course
Chapter 2: How Do High Performing Sales People Behave? – A Study of the Stars
Lecture 1: Introduction to the Characteristics of High Performing Selling
Lecture 2: The Process of Self-Development
Lecture 3: You Can Count On Me! The Power of Trust
Lecture 4: The Power of Responsibility – No Other Guys
Lecture 5: It's A Career – The Power of Dedication
Lecture 6: Fit the Culture – the Power of Sociability
Lecture 7: Be a Business Advisor – The Power of Understanding
Lecture 8: Team Players – The Power of Teamwork
Lecture 9: Customer Focus – The Power of Empathy
Lecture 10: Dance to Your Own Drumbeat – The Power of Discipline
Lecture 11: They Sleep With Trucks! The the Game You Are In
Chapter 3: The Process: The Antecedents to Consultative Selling
Lecture 1: Introduction to the Process (or, the Real Way to Have a Great Attitude!)
Lecture 2: Capabilities + Network = Wealth
Lecture 3: Build Your Personal Brand
Lecture 4: Activity: Becoming the Expert
Lecture 5: Know Your Product Features and Benefits
Lecture 6: Know Your Company's Brand Strategy
Lecture 7: Know Your Competition – Competitor Analysis
Lecture 8: The Sales Funnel: The Dating Stages
Lecture 9: The Sales Funnel: The Commitment and Marriage Stages
Lecture 10: Activity: Plan Your Own Sales Funnel
Lecture 11: Qualifying Leads and Your Lead Magnet
Lecture 12: Plan Your First Meeting
Lecture 13: Managing Your Anxiety
Chapter 4: The Consultative Conversation
Lecture 1: Introduction to the Consultative Conversation
Lecture 2: The First Impression – Do They Like Me?
Lecture 3: Why They Like You
Lecture 4: Continuous Improvement and Dialogue
Lecture 5: From Small Talk to Business Talk
Lecture 6: Probing for the Problem Definition
Lecture 7: Analyzing Causes of a Problem
Lecture 8: Analyzing the Problem – Situation Analysis
Lecture 9: Problem Solving Model – Root Cause Analysis
Lecture 10: From Problem to Solution
Lecture 11: Activity: From Problem to Solution
Lecture 12: The Value Proposition
Lecture 13: The Proposal
Lecture 14: Offer Proof and References
Lecture 15: Close the Sale
Lecture 16: Responding to Objections
Chapter 5: Deliver and Service the Sale
Lecture 1: Follow-Up and Quality Control
Lecture 2: What's Next – The Easiest Sale You Will Ever Make!
Chapter 6: The Essential Communication Skills
Lecture 1: Introduction to the Essential Communication Skills
Lecture 2: Body language
Lecture 3: Asking Open-ended and Probing Questions
Lecture 4: Activity: Asking Open-Ended Probing Questions
Lecture 5: Reflective Listening to Clarify Needs
Lecture 6: Activity: Practice Reflective Listening
Lecture 7: Using Empathy Statements to Build Trust
Lecture 8: Activity: Practice Empathy Statements
Lecture 9: Acknowledging and Using Silence.
Instructors
-
Lawrence M. Miller, Institute for Leadership Excellence
Best Selling Instructor, Author & Leadership Coach
Rating Distribution
- 1 stars: 22 votes
- 2 stars: 42 votes
- 3 stars: 287 votes
- 4 stars: 1341 votes
- 5 stars: 2120 votes
Frequently Asked Questions
How long do I have access to the course materials?
You can view and review the lecture materials indefinitely, like an on-demand channel.
Can I take my courses with me wherever I go?
Definitely! If you have an internet connection, courses on Udemy are available on any device at any time. If you don’t have an internet connection, some instructors also let their students download course lectures. That’s up to the instructor though, so make sure you get on their good side!
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