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Consultative & Solution Selling
Curriculum
4 Sections
16 Lessons
6 Hours
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Foundations of Consultative Selling
4
1.1
From Pitching to Problem-Solving
19 Minutes
1.2
The Trusted Advisor Position
22 Minutes
1.3
Mapping Customer Pain Points
26 Minutes
1.4
Value Language vs Feature Language
25 Minutes
Deep Discovery
4
2.1
Structuring a Discovery Call
28 Minutes
2.2
Layered Questioning Techniques
22 Minutes
2.3
Active Listening and Note Frameworks
25 Minutes
2.4
Confirming the Business Case
33 Minutes
Designing the Solution
4
3.1
Translating Needs into Solutions
33 Minutes
3.2
Co-Creating with the Customer
29 Minutes
3.3
Quantifying Value and ROI
32 Minutes
3.4
Building the Solution Narrative
20 Minutes
Presenting and Advancing
4
4.1
Solution Presentations That Land
16 Minutes
4.2
Handling Stakeholder Objections
21 Minutes
4.3
Gaining Commitment Step by Step
14 Minutes
4.4
Course Project: Full Solution Sale Simulation
15 Minutes
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