How to Bring Clients Extraordinary Value

Give salespeople a repeatable way to bring customers meaningful value beyond the product or service they sell. The Consultative Cadence helps participants think like advisors, uncover important issues, and create unexpected value that earns consideration and differentiates them from competitors.

PROGRAM OVERVIEW

How to Bring Clients Extraordinary Value teaches a disciplined approach for becoming more consultative in competitive selling situations. Participants learn to uncover meaningful customer issues, delay the solution long enough to understand the problem, and then use the four-question Consultative Cadence to identify ways they, their company, other people, and the world of information can help. The program matters because customers need a compelling reason to consider changing from an incumbent or expanding a relationship. Participants should expect practical exercises and a repeatable method for bringing unexpected value that strengthens credibility and earns the right to compete.

SKILL & OUTCOME DEVELOPMENT

Use delivered value to earn credibility differentiation and future business consideration

Behave more like a trusted advisor than a product-focused salesperson

Generate value from personal expertise company resources outside relationships and information

Explore customer problems and opportunities before jumping to a solution

TARGET AUDIENCE

Sales, Bus Dev Reps

Get Started