CEI: Consultative Selling Skills

Instructor: Gary Polain
CEI Classroom
The CSS program has been specifically designed to engage participants in real-life skills practice. Thus, a lot of agenda time is dedicated to the Skills-Practice activity, together with a facilitated balance of the core consultative concepts. Most of the first half-day is walking participants through the required consultative behaviors. Focus on understanding Client Problems & Needs, and the critical differences of the Four Question Types are reinforced by the use of Transcripts, Tape Scripts, and Case Studies prepared from the information gathered during the pre-program interviews and research. Small group discussion is also incorporated at regular intervals. By the end of the program, all participants will have a thorough understanding of core terminologies and the reason why consultative behaviors have proven very successful in complex professional services selling. The overall content is framed around the five basic phases of the Consultative Sales process – Planning, Opening, Investigating, Demonstrating Ability, and Closing/Agreeing. The primary focus of the skills-based training program is centered on the Investigating phase which allows participants to effectively practice asking the right questions at the right time during the critical interview process.