Above is the PowerPoint presentation we used in the 1-day consultative selling workshop. This covers all the modules.
Below are links to the individual sections we covered in the workshop. Each module includes the handouts for that portion of the training and, where appropriate, links to additional resources you may find helpful.
The 3 Building Blocks of Consultative Selling
The Stages of Consultative Selling
Note that there are numerous things we can do to use online offerings and our website to engage with customers. In the 1-day training, we focused on face-to-face and phone interactions with customers.
We also talked about managing your time.
Below are additional resources that you can use to get a more in-depth look at the consultative selling process.
- Consultative Selling E-Book--this takes a very in-depth look at the consultative selling process and includes some good worksheets and ideas for digging in more deeply with customers. This may be most appropriate for WIBs and WIB staff.
- Six Stages for Better Consultative Selling--A good piece that includes some specific things to say in your contacts with customers.