This Consultative Selling seminar in Dallas is available as a half-day or full day sales training.
The modules described below will be custom designed especially for your team.
The outcome of this Consultative Selling seminar in Dallas is 3-fold:
- Increase the participant’s ability to do consultative selling
- Provide a 3-step process they can use immediately, including language and scripts
- Lay a solid foundation for possible future trainings in consultative selling
Training Modules May Include
- The Customer Experience
- The Customer Interview
- The Consultative Selling Mindset
- How to Seque to the Next Step in the Sales Process
- Advanced Consultative Selling Techniques
Consultative Selling Seminar
This seminar is available in both half day and full day formats.
It includes a pre-training consultation with your trainer so he can customize the modules especially for your team. .
It can be delivered on sight at your location or at the meeting room of your choice.
All our seminars are highly interactive and include handouts, exercises, role playing, discussions, and Q and A sessions.
The Consultative Selling Mindset
This is a core module of this Consultative Selling seminar in Dallas. It is a great introduction to Consultative Selling. It imparts a set of beliefs, assumptions, and mindset shifts that help salespeople embrace this unique way of selling.
One of the biggest problems salespeople face is the habit of wanting to make a sale as soon as possible. In some types of selling this can work. But in a complex sale that takes longer and requires greater time and commitment on the part of the prospect, selling too soon is an obstacle.
In a dynamic set of practice exercises, the participants practice new points of view and enter into the mindset of a consultative selling champion. Some of the mindset shifts they experience include:
- Don’t sell – build rapport first
- Don’t sell – get curious about what your prospect wants, needs, and dreams of
- Always segue to the Customer Interview
- Don’t sell – position yourself as a valuable resource from the very start
- Ask the questions in the Customer Interview artfully to maintain trust and rapport
- Don’t sell, and change your intention to creating a create a long-term relationship
Consultative Selling: The Customer Experience
This module is of our Consultative Selling seminar in Dallas is built around one of the most important parts of consultative selling – clarifying and designing a positive customer experience.
Themes may include:
- Ways to position yourself and your organization as a valuable resource
- Ways to create and maintain a positive experience and build on it over time
- Using information gathered in The Customer Interview
- What experiences the customer should have at various phases of the selling process
- What kinds of experiences do different types of prospective customers need in order to become a clients
Through group discussion and role playing, several positive customer experiences will be identified and rated according to their value.
These customer experiences can become an integral part of the entire consultative selling process to ensure that prospective customers remain engaged throughout the entire process.
Exercise: Group discussion. Role playing exercise.
The Customer Interview
In a dynamic set of round-robin practice exercises, participants will practice guiding each other from a state of rapport to another crucial part of consultative selling: “The Client Interview”.
A set of questions will be designed using your help during the pre-seminar consultation. Emphasis will be placed on maintaining good rapport and deepening trust, while asking the questions.
Rapport methods will include the use of softeners, tonality, and a respectful backtracking frame.
The set of scripted questions will also be included in the handouts for easy reference.
Suggested Themes for The Client Interview and Question Design
- Elicit the prospect’s goals, pain points, needs, and desires
- Identify the prospect’s hierarchy of values
- Identify their ‘final objection’ and their most important concern
- Discover how the prospect defines value so their criteria can be met
- Find specific ways to exceed the prospect’s expectations
- Advanced: Elicit key features of their ‘map of the world’
Exercise: In round robin – The customer interview using scripted questions, rapport, softeners, backtracking, and tonality.
How to Seque to the Next Step in the Sales Process
After The Client Interview is complete, what comes next? The next step may vary depending on each prospect’s particular needs and preferences.
It could be a presentation, another meeting, or any number of other activities that move the process forward. Some of the best next steps may be identified in the pre-seminar consultation.
In this module, the most valuable next steps will be identified and discussed, and language for making the transition to them will be practiced and role played.
Exercise: In pairs – practice of segue language from the client interview to the next step.
Advanced Consultative Selling Techniques
Advanced techniques in Consultative Selling include:
- Using the prospects ‘map of the world’
- Combining the laws of influence with consultative selling
- Non-verbal rapport techniques
- Ways of keeping the prospect highly engaged all throughout the selling process
- Eliciting the prospects decision making process
- Reading the prospects readiness at each step of the sales process
- Embodying authenticity, integrity, and a devotion to putting the prospects needs first
About Your Seminar Leader
Alexander Van Buren is the president and senior trainer at Skill Builder Seminars LLC and founder of DallasSeminars.com. He is a professional behavioral modeler and entrepreneur.
He has over 25 years of experience as a trainer and teacher. He has modeled several world class salespeople, executives, champion athletes, and entrepreneurs to elicit their exact processes in a way that they can be replicated.
Alexander has been a featured presenter at the Stanford Executive Program Graduate School of Business at Stanford University.
His clients include Pulte Homes, George K. Baum & Company, The Blue Green Corporation, Safelite Auto Glass, Sinclair Broadcasting Las Vegas, Nevada Corporate Planners, Toshiba, Turner Ranches, Stonecrest Real Estate, Arrow Electronics, and the senior executives of Paramount Home Entertainment.
Alexander is the creator of our Consultative Selling seminar in Dallas.
You can learn more about Alexander at AlexanderVanBuren.com.
“When I first met you, I was $17,000 in the red. Within a few years of working with you and your strategies, I am having my first 7 figure year. Your coaching has been incredibly valuable.”
Dan J. – Real Estate Consultant
“I made $40,000 in the first month from one of the up-sell techniques you taught me. And I’ve added a quarter of a million dollars to my yearly income. That’s why I’ve come back for more coaching with you!”
Dr. Chris Pellow – Pellow Family Chiropractic
“The participants were really impressed.”
Sharon F. Reiser – The Stanford Executive Program Graduate School of Business
How To Inquire About This Seminar
To inquire about bringing this Consultative Selling seminar in Dallas to your organization:
- Call 682-263-4515
- Or send us a note
- Or use our Quick Online Training Inquiry
You may also be interested in:
- Sales Training in Dallas One Day Seminars & Custom Corporate Workshops
- Sales Leadership: Coaching and Leading Sales Teams in Dallas
- Cold Calling Training in Dallas
- Strategic Sales Skills for Non-Sales Professionals
- Strategic Selling to The C Suite
- Handling Objections and Advanced Closing Techniques for Sales Teams in Dallas
Details
Formats
Live On Site: Inquire about bringing this training to your team call 682-263-4515 or Contact Us
Live Online, Webinars, & Online Courses for Individuals - Contact Us
What Participants Say
“Thank you, Alexander for opening our eyes. Your energy was contagious. It was an amazing Strategic & Competitive Thinking session.”
Edwardo Rodriquez
Shell Exploration Leader
“Provided a well proctored leadership course for my group of managers!”
Bernard B.
Team Leader at Amazon
“Alexander helped conceptualize and build strategies around some of my frequent and often times most challenging discussions. Leaving his trainings I was able to immediately enact delegation and time management strategies that unlocked a higher level of performance for myself and my team!”
Connor D.
Summize - Director, Revenue Operations
“This class let me see how to look at people to find out who they are. I’d like to thank you for giving me the knowledge to understand myself better and for the good communication skills.”
Temesha
Auto Nation, TX
“This was amazingly eye-opening. My mind is so much more open to other people’s responses and reactions now. I’m positive that this will improve my communication as well as my personal and professional relationships. So happy I came!”
Christina Jackson
Auto Nation, TX
“I would recommend this class to everyone, there is something for everyone.”
Betty Laxson
'Your work has been quite valuable to our investment bankers. We look forward to bringing you back for more training, coaching and consulting.
George K. Baum & Company, Investment Bankers
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“Toshiba is the world’s 17th largest corporation…thank you for helping to ensure a highly successful national sales meeting. The combination of unique intrigue, pure entertainment, and meaningful insights into one another, helped us achieve a level of professional bonding like never before.”
David Ujita, Director of Marketing Communications, Toshiba America
“This was one of the best pieces of training we’ve ever had on time management. They were blown away.”
Safelite Auto Glass
“The participants were really impressed.”
Sharon F. Reiser, The Stanford Executive Program Graduate School of Business
“In the three sessions. . . I was impressed with your knowledge and coaching in time management. Your honest feedback and detailed explanations on being the best that I can be (my work place, personal life and diet) has had an immediate and positive impact.
I changed my diet, and exercise which I never did before, and I can see the results in my daily routine and my energy level. I highly recommend you to anyone who wants to improve their professional or personal life.
Thanks again for teaching me to be a better manager, husband, father, and friend.”
Shawn Funches, Food & Beverage Activities Manager, Marriott’s Grand Chateau
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“There is always apprehension when you bring in a facilitator you have not personally worked with before. This apprehension disappeared within the first 30 seconds of your presentation.
Alex, you not only energized the group with your insights on the creative process and approaching problem areas, but you also changed our whole way of viewing our business.
Your practical approach to problem-solving from the general to the specific will serve us all for many years to come.”
Dave Verani, Division President, Blue Green Land & Golf Corporation
“The communication session was . . . WOW!. And we are still using the 5-5-5- sales process.”
CW – TV, Sinclair Broadcasting Corp.
“When I first met you, I was $17,000 in the red. Within a few years of working with you and your strategies, I am having my first 7-figure year. Your coaching has been incredibly valuable.”
Dan J.
Real Estate Consultant
I completed my certification last July and during the class, I received comprehensive training.
It is one of the best training I’ve ever received in my career life. I highly recommend it to everyone who is serving the community: non-profit, for-profit, community-based organization, academia, etc. Also, it is good training for those who want to continuously evolve in their life,i.e.. undergoing self-transformation to become better from what they were before or those who are planning to dive into a new career. The NLP & Coaching Institute of Colorado is a great institute to be connected with.
Lynn Lonzanida, MPH CCRP.
“I made $40,000 in the first month from one of the up-sell techniques you taught me. And I’ve added a quarter of a million dollars to my yearly income. And I took my wife to France and we hung out with the Tour-De-France cyclists, so I guess that qualifies as the lifestyle piece. That’s why I’ve come back for more coaching with you!”
Dr. Chris Pellow, Pellow Family Chiropractic
“Not only did Alexander do a phenomenal job in teaching me many concepts that will greatly improve my business, but he went beyond helping me with my business into teaching me how to thrive in my life balance as well. He made sure I understood to balance everything important to me, such as making time for my health, family, and leisure time, so that I could be more balanced in my life and not stressed out with overworking myself with my business. He inspired me to take many actions to improve both my business and the quality of my life that I would have been ignorant or hesitant to take otherwise. His program was a real life-changer for me. I wholeheartedly recommend him.”
Sue Paananen, New Business Owner
“Alexander has been a huge help in getting me started the right way. His techniques have already got me significant bookings that have far exceeded my goals. I purchased his coaching package three times in a row because it paid for itself every time I did it. His attention to detail in all aspects: from intricate speech writing to advanced marketing, these are exactly the insights for which I was looking. With so much more to learn, I know I’m in the right place.”
Steve Sax, World Champion Baseball Player & Motivational Speaker
“I am so much more enlightened and have become a better communicator with your guidance. This course has been significantly helpful in working with prospective patients.”
Duane Roberts, Senior Counselor, Bosley Medical Group
“Alexander’s training has caused me to change my entire way of viewing human communication for the better. I learned skills, tools, and techniques I couldn’t get anywhere else before.”
Chris Cathey, Communications Student
I have been working with him for a year now, and I have been able to change completely. Today, I am much more who I want to be, and can do more than I have ever been able to achieve before.
Susan Brown, Day Trader & Futures Trader
“Alexander, I spoke to a group of over 200 people and I truly believe your help with my introduction and closing language was a big part in my being able to bring in over $50,000 in my 45-minute presentation.”
Scott Letourneau, CEO
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