Sales are won and lost based on the conversations your sellers have with buyers. Too often, sellers make mistakes—common mistakes that end up losing them the sale.

I-Excel Institute Selling: Foundations of Consultative Selling, our core consultative selling program, will teach your team a proven process for leading masterful sales conversations from “hello” to “let’s go.” This program introduces the strategies and tactics that are the foundation of successful selling, and the key selling skills your team needs to become top performers.

Your team will learn to:

  • Lead masterful sales conversations from beginning to end
  • Use questioning techniques to uncover the full set of buyer needs and desires
  • Sell ideas, insights, and perspectives that influence the buyer’s agenda
  • Develop and communicate the most compelling value case
  • Understand buyers, buyer types, and buying
  • Close new business with maximum success and integrity
  • Overcome objections that get in the way of the sale
  • Sell based on value and reduce price push backs
  • Avoid common mistakes that even the most experienced sellers make
  • The 6 buyer personas and how to identify each
  • Understanding how to approach each buyer persona
  • What not to do with different personas that can derail the sale
Delivery Options
  • Tailored on-site, instructor-led programs
  • Train-the-Trainer, Licensing