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// Sales Training

Insight Selling: Advanced Consultative Selling

Inspire buyers with insights and new ideas—advanced consultative selling skills.

The landscape of buying and selling has changed more in recent years than it has in preceding decades. Buyers are more sophisticated and awash with information. At the same time, executives are searching—often in vain—for new ways to innovate, compete, and improve their success.

Insight Selling, our advanced consultative selling program, teaches your team how to harness the power of ideas to inspire buyers, become change agents, and differentiate based on the value they bring to the table.

Watch the video to learn how insight selling can transform your team.

731
We studied 731 B2B purchases to find out what the winners of these sales did differently than the second-place finishers.
3x
Sales winners educate buyers with new ideas and perspectives 3x more often than second-place finishers.
64%
of companies don't think their sellers have advanced consultative selling skills needed to find and win business consistently.

Source: What Sales Winners Do Differently, RAIN Group Center for Sales Research

Today’s buyers value sellers who bring them new ideas and insights, yet most sellers don't have the skills to do this consistently.

Insight Selling teaches your team how to develop insights and inspire buyers to think differently, influence agendas, and make the best decisions. 

Modular Approach to Insight Selling Skill Development

With over 70 portable, modular blocks, we work with you to quickly design custom curricula with the consultative selling content your team needs to inspire buyers with new ideas. Content, tools, and cohorts are tailored to your world. Advanced consultative selling modules include:
Introduction to Insight Selling

Introduction to Insight Selling
Leading a Thorough and Impressive Needs Discovery

Leading a Thorough Needs Discovery
Building Rapport

Building Rapport
Making the Impact and ROI Case

Making the Impact and ROI Case
Driving Buyer Insight and Point of View

Interaction Insight
6 Buyer Personas: Communicating Powerfully with Different Personalities

Communicating with Different Personalities
Mini-Stories that Sell

Mini-Stories that Sell
Inspiring Buyer Action and Change: New Reality and Buyer Change Blueprint

The Buyer Change Blueprint
The Power of Trust in Selling: Strategies to Build Trust

The Power of Trust in Selling
Keys to Qualifying the Sale

Keys to Qualifying the Sale
11 Keys to Influence and Persuasion in Sales

Influence and Persuasion in Sales
Mastering the Art of Sales Collaboration

Mastering the Art of Sales Collaboration
Presenting to Win: Delivering Exceptionally Compelling Proposal Presentations

Telling a Convincing Story
diamond

Value Through the Eyes of the Buyer

We offer a full curriculum of modules across the sales cycle from prospecting to foundations of consultative selling, virtual selling, winning major sales, account management, and sales management. Learn more about our suite of sales training programs east

Insight Selling Training Built for the Adult Learner

Each modular block is a self-contained topic that includes pre-work, a classroom session, application assignments, and application coaching. Modules are built to ensure the training sticks, behaviors change, and results are realized.
whats_in_a_module_mobile

1. Learn

Pre-work is delivered via micro learning, video, and exercises that allow participants to learn key concepts prior to classroom sessions.

2. Collaborate & Practice

Highly interactive and collaborative classroom sessions, delivered virtually or in person, focus on practice, application, and feedback.

3. Reinforce & Apply

Micro learning and videos drive post-session reinforcement. Application Assignments allow sellers to apply new skills to live sales situations.

4. Refine

Between sessions, Application Coaching helps sellers refine skills and build confidence while being held accountable for on-the-job implementation.

1. Learn

Pre-work is delivered via micro learning, video, and exercises that allow participants to learn key concepts prior to classroom sessions.

4. Refine

Between sessions, Application Coaching helps sellers refine skills and build confidence while being held accountable for on-the-job implementation.

whats_in_a_module

2. Collaborate & Practice

Highly interactive and collaborative classroom sessions, delivered virtually or in person, focus on practice, application, and feedback.

3. Reinforce & Apply

Micro learning and videos drive post-session reinforcement. Application Assignments allow sellers to apply new skills to live sales situations.

After the curriculum is delivered, sellers are coached and held accountable for applying new skills and making new behaviors permanent through our Execution Assurance process.

Training Modalities

onsite_training

Onsite Instructor-Led Training

virtual_training

Virtual Instructor-Led Training

hybrid_sales_training

Hybrid Training

self-study_sales_training

Self-Study+

Quote

Insight Selling has transformed the way we sell and our results. We've rolled the program out globally and it's helped us not only meet, but exceed our sales goals.

Jim Greenway, Executive Vice President Marketing & Sales Effectiveness, Lee Hecht Harrison

Experience Success Like Our Clients

HORNE sees doubled digit growth in size of engagements.

When HORNE LLP wanted to transform the sales conversation from audit and tax discussions to conversations centered around helping their buyers solve business problems, they turned to RAIN Group.

Through teaching their team advanced consultative selling skills HORNE has increased collaboration with their buyers. They’re bringing trends and new perspectives through storytelling and expanding the scope of work by adding more value to their conversations.

As a result, they’ve seen double-digit growing in the size of engagements.

Click here to read the full case study east

Select Clients

HORNE LLP
Agilysys
cStor
Optus

Insights and Resources for Insight Selling

Transform Your Team with Insight Selling Training

Learn how RAIN Group’s transformational approach to training and behavior change can help develop the advanced consultative selling skills of your team.


Experience RAIN Group's Training in Action.

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