01 Mar Sales Sprints 2018: Consultative Selling in Real Time – What Does it Mean Today?
This Month’s Webinar: Consultative Selling in Real Time – What Does it Mean Today? 3-15-18
The term Consultative Selling is tossed around like pizza dough. And, just as some like thin crust, some like thin and some like pan style, there is no doubt that every sales professional brings their own flavor to how they execute. And yet, there are certain truisms that are consistent with Consultative Selling. In this session we will define what Consultative Selling looks like right now as the practice continues to evolve. Learn what Consultative selling is and what it isn’t and the eight competencies core to success. We will share best practices, tips and techniques of Super-Sellers that you can use immediately to enhance your sales and service capabilities. Participants of this session will receive a complimentary self-assessment to determine their strengths and opportunities aligned to the Consultative Selling competencies.
In This Session:
- Identify what Consultative Selling is and what it means for your specific sales role.
- Recognize how Consultative Selling has evolved and how to use this as a competitive advantage.
- Test your sales acumen against eight core competencies to hone the exact areas that will make the biggest impact for you.
- Receive insights from top sellers on how to set yourself apart while adding value for your customers.
Highlights of Each Forum:
- Focused on a specific consultative selling topic and insights
- Learn key insights from certified CSC Coaches and CSC graduates
- Come with questions and leave with answers to drive your sales forward
- Open sessions for sharing ideas – insights from coaches and peers
- One hour in length
- Hosted by CSC Certified Coaches
- Held the third Thursday of each month beginning February 15, 2018
- 10:30AM-11:30AM Mountain
Subscription to Consultative Sales Sprints: No cost for SA members. $299./per year for yet to be members. Includes 12 forums – approximately one per month. Join as often as you like! Complimentary for CSC grads. Go to Salesassociation.org. Register for the webinar series, continue check out and enter promo code CSC2018.
Consultative Sales Sprints – Topics of Discussion (Subject to Change)
Topic |
Date |
| Consultative Selling Real Time – What Does it Mean Today? | 3-15-18 |
| Get in the Game – Negotiating for Impact | 4-20-18 |
| What’s the Problem with Objections? Part One – Getting Beyond Stalls and Resistance | 5-17-18 |
| What’s the Problem with Objections? Part Two – Converting Skepticism, Indifference, Opposition and Financial Objections into Sales Decisions | 6-21-18 |
| It Takes All Kinds – What is the Fluff About Soft Selling Skills? | 7-19-18 |
| Service From the Inside Out – Tap Into the Full Strength of Your Team | 8-16-18 |
| Expanding Your Business- Make Contacts Count to Maximize Sales Efficiency | 9-20-18 |
| Communicating with Style | 10-18-18 |
| Convincer Strategies – Gain More Commitments with Advanced Sales Psychology and Persuasion | 11-15-18 |
| What’s Getting in Your Way of Gaining Commitments? | 12-20-18 |
| Quantifying Value – The Nine Value Points You Can’t Afford to Miss | 1-17-19 |
About Your Facilitators
Consultative Sales Sprints are led Certified Consultative Sales Coaches. The forums begin with a presentation of the topic of focus followed by opportunity for discussion and coaching around real sales issues.
Marcia Gauger is the Chief Learning Officer (CLO) and founder of Impact Sales Training, LLC. Marcia is co-developer of the Sales Association’s Consultative Sales Certification (CSC) program, which is nationally accredited for producing sales performance and results.
Marcia’s background includes close to three decades of sales and sales management, coaching, and training experience. Marcia has worked with thousands of individuals worldwide in classroom and virtual settings. Marcia is dedicated to helping others achieve their full performance potential and contribute to the results of their organizations. She has authored hundreds of proprietary training programs and holds several copyrights and trademarks.
She is a resident of Wisconsin and holds degrees in Communication and Marketing from the University of Wisconsin-Whitewater and a degree in Adult Education from St. Francis Xavier University in Nova Scotia.
Tom D’Agostino is the Chief Consultative Sales officer for the Consultative Sales Academy and is a Master Coach (CSCC) of the Consultative Sales Certification (CSC) program. Tom brings over 35 years of insights into his coaching practice. Tom has extensive experience working with leaders and sales team members in several industries and specializes in logistics companies and technology. Tom builds close relationships with his coaching clients bringing practical insights and encouraging them to learn and grow.