Course Outline

Module 1: Foundations of Consultative Selling

• What makes selling consultative

• Shifting from product-push to value-pull

• The role of trust in sales relationships

• Case Study: IBM’s consultative sales transformation

Module 2: Understanding Customer Needs & Pain Points

• Diagnostic questioning techniques

• Listening skills and empathy in sales

• Mapping customer business challenges

• Real-Life Project: Conduct a needs analysis interview

Module 3: Developing Customer-Centric Value Propositions

• Crafting tailored solutions based on customer context

• Linking features to business benefits

• Translating technical specs into business outcomes

• Case Study: Value proposition design in B2B SaaS

Module 4: Building Trust & Credibility with Clients

• Becoming a trusted advisor

• Leveraging industry expertise for credibility

• Maintaining transparency in conversations

• Real-Life Project: Role-play a trust-building sales call

Module 5: Value-Based Selling Fundamentals

• Defining value in customer terms

• Differentiating cost vs. value selling

• Calculating value impact on client business

• Case Study: Cisco’s value-based selling framework

Module 6: Using Financial Metrics in Value Selling

• ROI, TCO, and payback period in sales

• Building a business case for customers

• Quantifying value through financial modeling

• Real-Life Project: Develop an ROI-based sales pitch

Module 7: Consultative Presentation & Storytelling

• Structuring consultative presentations

• Storytelling for influence and persuasion

• Demonstrating value with client-centric narratives

• Case Study: Storytelling in sales at Salesforce

Module 8: Objection Handling in Consultative Selling

• Identifying objections early

• Reframing objections as opportunities

• Managing price and budget objections effectively

• Real-Life Project: Objection handling role-play

Module 9: Negotiation in Value-Based Selling

• Aligning negotiation with client’s value perception

• Protecting margins while demonstrating ROI

• Building long-term partnership terms

• Case Study: Long-term client partnership in consulting industry

Module 10: Embedding Consultative Selling in Teams

• Coaching and mentoring consultative skills

• Aligning teams around customer value delivery

• Building a consultative sales culture

• Real-Life Project: Develop a consultative selling framework