skip to Main Content

Accelerating Effectiveness with The Consultative Process

Business Challenges Solved with This Course

Common Sales Methodology

The single most important thing to accelerating salesforce effectiveness is to have one common sales methodology.

Foundation for Sales Effectiveness

All levels of sales professionals need to build and refine foundational selling skills to help them become a Trusted Advisor.

Sales Call Preparation

Better preparation helps sales professionals set call objectives and ask better business questions that lead to value-added solutions.

Delivery Options

Face-to-Face Workshops

Virtual Workshops

Self-Paced E-Learning

Blended Virtual Solution

The Consultative Process

Today’s business challenges require better products, customized services, and complex solutions. As organizations strive to address their clients’ critical business issues, technical professionals play an important role in creating and implementing solutions for external and internal clients. While they are experts in their areas, many technical professionals are not equipped to handle the business side of a project. They need consultative problem-solving skills to create value for clients, and they need to integrate their technical skills into a consultative process. When they are able to do this, the technical professional becomes a real source of competitive advantage.

What You Can Expect From This Course

Researched and developed by Wilson Learning, The Consultative Process (TCP) introduces a problem-solving mindset and presents an effective process for consulting with both internal and external clients. It helps technical professionals become comfortable in their role as consultants. It also helps them generate greater alignment and commitment with clients by using a win-win problem-solving approach. TCP examines a business relationship from the client’s viewpoint and addresses the four NOs that restrain the client from willingly engaging in the recommended solution, service, or product. During this 2 day workshop, participants will focus on the following key learnings:

Relating

How to build trust at the beginning of a consultative relationship & how to establish credibility, express empathy, and come to agreement on the purpose, process, and payoff of the relationship.

Discovering

How to understand the client’s needs by asking appropriate fact and feeling finding questions & how to listen and organize information. How to get the client’s agreement on the true nature of the problem.

Advocating

How to develop and present solutions that clearly address and solve the client’s business problems & how to bring out concerns, resolve objections, and agree on next steps.

Supporting

How to reinforce and support the client’s decision to accept a recommendation, how to avoid and resolve dissatisfaction & how to ask for new business and referrals.

Enabling Improved Performance

Driving behavior and performance change requires constant reinforcement. It’s for this reason that organizations that use The Consultative Process (TCP) can access optional application, reinforcement, and support tools. These additional learning components— application exercises, job aid cards, planners, etc.— can be customized to ensure that technical professionals can continue to enhance their newly acquired skills and behaviors upon returning to work. Involving managers early on and training them to coach for improved performance is also fundamental to a successful TCP implementation.

Our Learning That Never Stops approach will ensure skills learned in The Consultative Process will be transferred to day-to-day work practices. To achieve this, The Consultative Process includes components and activities:

Participant Materials

Participant Guide, job aid card, eLearning follow-up modules

Delivery Options

The Consultative Process has four delivery options.

Face-to-Face Workshops

(2–3 Day Workshops)

Live instructor led training with self-paced follow up reinforcement.

Virtual Workshops

(Four 3-hour Webinars)

Live instructor led webinars with self-paced follow up reinforcement.

Self-Paced e-Learning

23 self-paced eLearning modules with optional live instructor led webinars for follow-up and reinforcement.

Blended Virtual Solution

Web-based self-paced interactive eLearning with personal coaching and live instructor led webinars.

The four module TCP program is typically delivered in a classroom setting but can be delivered in a blended classroom and electronic approach. NuVue Business Solutions works with your team to identify your business needs to ensure the delivery of the program targets your business challenges and objectives.  Program content can be customized based on your business model.

Extended Learning System

The Consultative Process Learning Journey includes an Extended Learning System with self-paced reinforcement for participants and coaching tips for sales managers to help coach and reinforce the learning and get results like – increased sales, higher margins, more new customers, etc.

Relating

  • Ability to quickly establish trust with any person in the engagement and gain that person’s willing cooperation in sharing information.

Discovering

  • Ability to gain an in-depth agreement with the client about the real nature and scope of the problem to be solved.

Advocating

  • Ability to convince clients that a particular offer is a valuable solution to their business problem

Supporting

  • Ability to assure a high degree of client satisfaction and enhance the working relationship during implementation.

What our clients are saying

Request More Information on Our Solutions

Please fill out the form below or give us a call at (800) 688-8310. We look forward to talking with you!

For more information or to get started,

call us at (800) 688-8310.

Back To Top
×Close search
Search