Principles of Consultative Selling

Welcome to the Principles of Consultative Selling training course.

This course contains a series of videos explaining the consultative
sales approach so that sales and services can be increased with a
focus on delivering exceptional customer experiences.

Course Level Course Length

L2 45 Minutes

Upon completion of this course, you should be able to:

 Describe the three approaches to consultative selling
 Summarize the consultative selling approach
 Explain the customer decision process
 Add value in the customers decision process
 Interpret the trust model
 Interpret the time understanding model
Module 1

The Approach

Upon completion of this module, you should be able to::

Describe the three approaches to consultative selling.the three approaches to consultative selling.

Summarize the consultative selling approach.the consultative selling approach.

C:\Users\wmb.MSPTLMDY\Pictures\Principles of Consultative Selling\The Approach - Principles of
Consultative Selling.webm

Module 2

Discover and Understand the Customers Needs

Upon completion of this module, you should be able to:

(1) Discover and identify customer needs.

(2) Explain the customers decision making process.
(3) Interpret the Trust Model.

C:\Users\wmb.MSPTLMDY\Pictures\Principles of Consultative Selling\Discover & Understand the

Customers Needs - Principles of Consultative….webm

C:\Users\wmb.MSPTLMDY\Pictures\Principles of Consultative Selling\CM20191015-7abcf-a3d93

Module 3

Value Solutions and the Post Sale

Upon completion of this module, you should be able to:

(1) Create and communicate value solutions.

(2) Describe key actions to collaborate post sale.

C:\Users\wmb.MSPTLMDY\Pictures\Principles of Consultative Selling\Value Solutions & the Post Sale -

Principles of Consultative Selling.webm

Conclusion

Thank you for completing the Principles of Consultative Selling course! For more information, view the
Consultative Selling Questioning Strategy Job Aid.
Please complete the question below to mark its completion in the Dealer Performance Center.