Insight Selling: Advanced Consultative Selling

Learn how providing ideas and insight and helping buyers make better strategic decisions will make you a sales winner. The module includes these lessons:

• What Sales Winners Do Differently
• From Foundational to Advanced Insight Selling
• The Concept of Cognitive Reframing
• Insight Planning: What Buyers Think, and What They Should Think
• Insight Selling: 13 Problems and Challenges to Avoid

Inspire buyers with possibilities and reshape their thinking to get the best results. The module includes these lessons:

• Two Types of Insight Selling
• Characteristics of Insights that Matter
• 10 Keys to Becoming a Source of Insight
• Assignment: Identify and Change the Buyer's Perspective

Challenge buyer points of view, drive buyer insights, and increase value for buyers. The module includes these lessons: 

• Changing the Buyer Conversation with Interaction Insight
• Pushing Back on Buyer Thinking the Right Way
• How Buyers Will React When You Challenge Their Thinking
• 9 Questions (+1 Bonus) for Interaction Insight
• Challenging Buyer Thinking Across the Sales Cycle
• 10 Tactical Tips for Applying Interaction Insight
• Assignment: Drive Buyer Insights and Points of View

Relationships are the key to selling. Learn how to enhance your rapport-building skills and connect with potential buyers. The module includes the following lessons:

• EASE: The 4 Principles of Rapport
• How Active Listening Works
• The Power of Questions for Developing Rapport
• Developing Empathy
• Coming Across as Your Authentic Self
• People Like People Like Them: The Principle of Similarity
• Creating Shared Experience to Build Rapport and Relationships
• Tactical Tips for Building Rapport
• Assignment: Develop Plans to Build Rapport

Learn how to understand and quickly identify the 6 unique buyer personas so you can more effectively communicate, strengthen relationships, and increase your value. 

• Overview: Different Communication Strokes for Different Folks
• The 6 Buyer Personas in Brief
• How to Identify the 6 Buyer Personas
• Working with Decisive Danielle, Relationship Renee, and Analytical Al
• Working with Consensus Claire, Skeptical Steve, and Innovator Irene
• Tactical Tips for Selling to the 6 Buyer Personas
• Assignment: Plan to Work with Different Buyer Personality Types

Build trust with key buyers through the 4 elements of trust. This module includes the following lessons:

• The Power of Trust in Sales
• 4 Keys to Building Trust in Sales
• Demonstrating Your Capability
• How Dependability Builds Trust
• Integrity and Intimacy: Creating Durable Bonds of Trust
• Tactical Tips for Building Trust in Sales
• Assignment: The Power of Trust: Strategies to Build Trust

Conduct strong needs discovery meetings with buyers so you can craft a solution that's relevant and effective. This module includes the following lessons:

• The Power of Aspirations and Afflictions
• Powerful Questions for Sales Meetings and Needs Discovery
• The Power of Why
• Creating a Shared Understanding of Needs
• Types of Needs Buyers Have
• The Key to Leading a Thorough Needs Discovery Meeting
• 10 Tactical Tips to Lead a Thorough Needs Discovery
• Assignment: Prepare to Lead a Thorough and Impressive Needs Discovery

Maximize buyer perception of your value by resonating with the buyer, building trust, and differentiating yourself from the competition. This module includes the following lessons:

• The 3 Legs of the Value Proposition Stool
• Resonating with Buyers' Wants and Needs
• Persuading Buyers You Are Different
• Substantiating: Building Buyer Belief
• Assignment: Identify Your Value Proposition

Your ability to qualify your impact will affect your business case. Learn how to make a powerful impact case with your buyers. This module includes the following lessons:

• The Keys to Communicating Impact
• Understanding and Building Your Impact Model
• Questions to Ask That Will Uncover Impact
• Building Impact Cases Buyers Believe
• Demonstrating Buyer Impact Visually
• Tactical Tips for Making a Powerful Impact Case
• Assignment: Build Your ROI Case

Make a case for change and inspire buyers to move from their current state to their New Reality. This module includes the following lessons:

• Selling is About Driving Change
• The Key to Driving Change in Sales: The New Reality
• Building a Buyer Change Blueprint: The Case for Change on a Page
• Planning to Build a Buyer Change Blueprint
• Presenting a Buyer Change Blueprint
• 10 Tactical Tips to Paint the New Reality Picture
• Assignment: Build a Buyer Change Blueprint

Selling is built on stories. Learn to tell brief but impactful stories that drive action. This module includes the following lessons:

• The Power of Storytelling in Sales
• Making Your Points Powerfully with Mini-Stories
• A Powerful Mini-Story Example
• Assignment: Plan Mini-Stories That Sell

Learn the 5-step Convincing Story framework to drive action and change for your buyers. This module includes the following lessons:

• The Convincing Story Framework for Persuasive Presentations
• Selling the Undeniable Change
• It's Success or Failure
• The Opportunity is Tantalizing
• A Breakthrough Approach That Will Work
• The Presentation as Conversation
• The Difference Between Early and Late Sales Cycle Convincing Stories
• 10 Tactical Tips for Telling a Convincing Story
• Assignment: Develop and Prepare a Convincing Story