Consultative Sales Training

for Technology Sellers

Transform your sales team into strategic solutions specialists and increase your bottom line.

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BlacFox, a specialist marketing consultancy focused on driving business growth through next-generation data and digital methods, brings you

HighGrowth Academy

Professional sales training using only the most innovative business development techniques.

Why HighGrowth Academy

To develop both
soft and hard

skills in a seller. To move a technology seller away from “sales” towards becoming

an advisor, expert, consultant or professional.

To master the

ability to identify compelling pain, improving the

sellers ability to influence deal progress

(significantly improving the forecast).

To ensure the
seller is relevant
to the c-suite
by becoming conversant in compliance
matters.

To employ the technique of

enquiry to get
a stronger
handle on the
deal.

Watch this space... Launching this September

Consultative Sales Training for technical sellers

Find out more

Help Your Team Master Consultative Sales Through
Online Self-Study or With an Expert
Instructor as Their Guide

Open to anyone looking to improve their sales approach and transform the way they sell.

Four weeks (one module per week)

Self-study, or if you choose,

Instructor-led

One 2-hour contact session per week, for fourweeks.

Participants must work through the applicable module’s questions before each week’s session.

Each session covers a topic and each topic/concept is assessed by means of interactive, instructor-led questions.

Once all four modules and their questions are completed, you have successfully completed the course.

Course Overview

MODULE 1:
UNDERSTANDING PROBLEMS AND FINDING SOLUTIONS

Concept 1: Getting to the root cause of a problem.

How to get to the root cause of your buyer’s problem. Once understood, the seller can suggest relevant, lasting solutions to the buyer’s problem.

Concept 2: Consultative selling: the expert solution to solving problems.

Explains how consultative selling assists sellers in finding pertinent solutions to the client’s problems.

Concept 3: Seller flowline, understanding the difference between transactional and consultative selling.

Examines the differences between transactional and consultative selling and ensures the seller understands the importance of consultative selling.

MODULE 2:

INTRODUCTION TO THE INVESTIGATION TECHNIQUE AND THE CARE FRAMEWORK

Concept 1: Mastering the technique of enquiry.

The specific technique of inquiry is explored in greater detail.

Concept 2: The BANT (“budget, authority, need, and time”) with an initial focus on “need”.

The concept of “need” is broken down into “pain and gain”.

Concept 3: The CARE framework.

The fundamental theme of approaching the deal from the viewpoint of“having the customer’s best interests at heart” (i.e., caring), is examined.

MODULE 3:

BUYER MOTIVATION: COMPLIANCE

Concept 1: Pain and gain investigated in greater depth

Describing the many business pain points using the concepts of “pain and gain” to describe which type of buyers are motivated by pain or gain(conformance- vs performance-driven buyers)

Concept 2: Investigates 4 international regulatory bodies

Ensuring buyers and sellers conform to the applicable compliance regulations to avoid pain and receive gain

MODULE 4:

UNDERSTANDING PROBLEMS, SYMPTOMS, AND CAUSES

Concept 1: Differentiating between symptoms and problems

Applying the process of enquiry to differentiate between symptoms and problems to arrive at the root cause of a business problem.

Concept 2: Consultative selling

Applying marketing techniques that assist in identifying symptoms and using the consultative selling technique in solving pain points and problems.

What You Stand to Gain

Increased revenue through both new and existing customers.

A sales team who builds client relationships that last beyond the initial sale.

Shorter sales cycles mean more productivity and an improved bottom line.

Salespeople will learn to serve your customer instead of simply selling to them.

Provide your customers with perspective and confidence by giving them salespeople who can educate them on their solutions.

Customer retention

Gain an edge and an advantage over your competitors.

Set your organisation apart with this differentiating factor.

FAQ’S

1. Are there any prerequisites to the courses?

There are no course prerequisites, however, exposure to sales is beneficial and recommended.

2. What format does the course consist of?

All courses are presented digitally, via an E-learning platform. They are designed for self-study, with the option of choosing an instructor to facilitate the course.

3. What do we need to do to complete the course?

Simply complete all the course modules and the questions in each module.

Contact Us

Interested in learning more about how you can transform your sales team into strategic solutions specialists?

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