Can you say that three times fast?
Lots of companies sell training that teaches consultative selling. Most companies are difficult to differentiate from each other. Programs offer the typical outcomes (promises) like:
- Increased revenue
- Improving close ratios for new customers.
- Expanding business with existing accounts.
- Building a sales culture that aligns to the needs of the market.
- Closing new and larger opportunities.
- Shorten sales cycles.
Searching for Consultative sales training yields nearly 8 million results.
Gartner Research offers a number of comparisons between sales training service providers by the selling methodologies most used in enterprise sales training such as Challenger, ValueSelling and Korn Ferry. There are more. I put together a quick list of the best sales methodologies (there are lots of lists too).
Just like selecting your CRM platform, I don't believe there is a one-size fits all solution. I suggest selecting one that fits or taking pieces from several and customizing to the best fit for your customer's journey. I'll bet you have customers that you can include in the process. Perhaps it's worthy of a discussion in your customer community if you're looking at where you can improve at the very methodology and process that you are using to sell.