Consultative selling has never been so important to any organization than the present time. In the new sales environment, you will fail if you do only the things that made you successful just a few short years ago.

1. Consultative Selling in A Changing World
This is the complete table of contents of subject course. It is a 3-day course that is full of hands
on role plays and exercises
Introduction & course objectives
Learning objectives:
Expert Trainer: Ashraf Osman
Futuring: Luck favors the prepared
Talk the language of performance
 Talk the language of the industry
 Talk the language of Stakeholder
 Insight
 Insight Statement Template
Heat-Mapping: Anticipating Customer Needs
 Consultative(complex) vs transactional sales:
 Insight led probing:
 Modes of Selling
o Creating the Opportunity
o Shaping the Opportunity
o Responding to the Opportunity
o Would you volunteer for a Root Canal?
 Sales dialogue models
 Create the Opportunity Dialogue Model
o Position the Insight
o Position High Level of the Idea
o Explore the Business Challenge
o Explore the Opportunity
o Next Steps
 Shape the Opportunity Dialogue Model
o No decision, the RFP is on hold!
 Two ears, and one mouth
o Probing Skills
o Acknowledgment and Empathy
o Drill Down
 Informed Questions
o Resolving Customer Resistance (handling objections)
 New Objection Resolution Model

2. Value-Tracking: Shaping Solutions
 Yesterday’s Value (Better Mouse Trap)
 The Product Pitch
 Value Focused
 Connecting Your Solution to the Desired Business Outcome
 Proof of Past Success
 Proof of Value
 Key Players & their typical pains
 Insights, Ideas, and Innovation
Trust
Know Your Value (why should we buy from you?)
Creating a Value Map
The Value proposition
Customer Profile
Customer Jobs
Customer Gains
Trigger questions (Customer Gains)
Customer Pains
Trigger questions (Customer Pains)
Your Value Proposition
Pain Relievers
Trigger Questions (Pain Relievers)
Gain Creators
Trigger Questions (Gain Creators)
Customer Fit/Solution Fit/Strategy Fit
Structure Your Solution
The Value Solution Model
Position the Business Challenge
Support with Insight and Data
Position Your Customized Solution (tie elements of solution to business
Position Team and Show Ease of Implementation
Check for Customer Agreement
Phasing: Controlling the Process
Customer’s Buying Process
Your Sales Process
Steps in the Sales Process
 Stage 1: Target and Qualify
 Stage 2: Explore and Assess
 Stage 3: Access and Develop

3.  Stage 4: Position Solution and Follow Up
 Stage 5: Close and Negotiate
 Stage 6: Implement, Maintain, and Expand
 Make it a habit!
Opportunity Chains (external)
 Case studies
 Analysis: opportunity and value
 Conclusion
 Internal Chains
 Conclusion
 Managing a complex opportunity network
Opportunity Spiral (Internal)
 Penetrating the internal spiral
 Benefits of penetrating the spiral:
 Risks of penetrating the spiral:
 Value Chain (Example)
Sales Tools
 Sales Ready Planner
 Strategic Preparation
 Call Strategy
 Client Preparation
 Insights/Ideas
 Debrief
 Insight Statement Template
 Resolving Objections
 Win–Loss