Consultative Sales Training
for Technology Sellers
Transform your sales team into strategic solutions specialists and increase your bottom line.
BlacFox, a specialist marketing consultancy focused on driving business growth through next-generation data and digital methods, brings you
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
To employ the technique of
enquiry to get
handle on the
Watch this space... Launching this September
Consultative Sales Training for technical sellers
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,
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.
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.
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.
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
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.
Gain an edge and an advantage over your competitors.
Set your organisation apart with this differentiating factor.
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.
Interested in learning more about how you can transform your sales team into strategic solutions specialists?