C4DT – Centre for Digital Transformation

Value-Driven Consultative Selling Mastery Program

Program Snapshot

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PROGRAM OVERVIEW

The Value-Driven Consultative Selling Mastery Program is a comprehensive training solution that transforms B2B sales professionals into trusted advisors. This program equips participants with the skills to engage clients in meaningful conversations, uncover deep-seated needs, and articulate compelling value propositions that resonate with decision-makers.

Learning Objectives

By the end of this program, participants will be able to:

  1. Master the art of consultative selling to build long-term, high-trust relationships
  2. Develop advanced questioning techniques to uncover client needs and pain points
  3. Learn to articulate value propositions that align with client objectives
  4. Enhance objection handling skills using a proven consultative approach
  5. Improve closing rates by focusing on client value and outcomes

Following will be the learning outcomes in this program

Consultative Selling Principles: Participants will learn to link the three driving principles of consultative selling to various stages of the sales process, ensuring a consistent, value-focused approach throughout the customer journey

Objection Handling: Master a robust model for overcoming customer objections during sales calls, turning challenges into opportunities for deeper engagement.

Need Exploration: Develop techniques to explore customer needs in a way that builds and strengthens relationships, creating a foundation of trust and credibility.

Consequence and Value Identification: Learn to identify possible consequences and values that emerge from customer needs and explore each thoroughly to uncover hidden opportunities.

Feature-to-Benefit Translation: Gain the ability to meet customers’ needs by translating product features into benefits tailored to address specific client challenges when proposing solutions and closing deals.

Consultative Closing: Identify and implement the elements of a consultative close, ensuring alignment with customer values and objectives throughout the sales process.

Value Proposition Articulation: Develop and articulate effective value propositions that resonate with key decision-makers and differentiate your offering in competitive B2B environments.

By participating in this program, sales professionals will gain the skills and confidence to engage in high-level, value-driven conversations that position them as strategic partners rather than mere vendors

Key Takeaways

Plan and manage

Plan and manage digital transformation initiatives.

New technologies

Connect new technologies with business applications.

Engage effectively

Engage effectively with technology and legal functions.

Identify technologies

Plan and manage digital transformation initiatives

Evaluate AI

Evaluate AI and analytics-based business initiatives

Implement Data

Implement data governance for decision-making

PEDAGOGY

The program employs a multi-faceted learning approach:

Our program uses a multi-faceted approach to enhance retention and application, featuring interactive virtual sessions with expert sales trainers, role-playing exercises, and practical case studies. Participants benefit from personalized coaching, detailed feedback, and digital learning modules to reinforce key concepts.

Who should participate

This program is ideal for:

B2B sales professionals looking to elevate their consultative selling skills.

Sales managers aiming to implement a value-driven sales approach.

Account executives responsible for complex, high-value sales cycles.

Business development representatives seeking to improve their client engagement strategies.

Results We have helped create

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Great Learning, Lively Instructions and Examples, very well explained. Rafique ability to provide real-life experience from sales was mot valuable
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Rafique Gave life examples, was very energetic and was one of the most experienced trainers I have met. Complete clarity on what was needed, deep and very insightful, appreciate it
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Rafique Created a Good Interactive session, giving different scenarios of learning , what was effective was his sales examples he shared.
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Rafique delivered a brilliant training on “Consultative Selling” ,the team felt well equipped by the end of the two days.. His skills in engaging the participants was outstanding and commendable.
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Business Transformation is Key and Rafique engaging with Senior Leaders used his facilitation skills to bring out the best and drive peer learning and adoption. His sense of Humor made the sessions Lively.
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Rafique ss a facilitator his ability to connect with the participants and bring a new outside in perspective is highly commendable. His approach to delivering sessions is unique and application oriented.
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I have attended Rafique Sessions both Face to Face and Virtual his ability to keep the participants Engaged and Make learning effective is fantastic.
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Before I came into the session was wondering what an experienced Sales Account Manager could learn New, I was Surprised to see that I need to Know More.
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We were a group of Sr VP , Energy Level was Excellent throughout 2 days, Rafique was able to relate to the Industry and Interjections were great, quiet patient and engaged the Team.
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Rafiques Intervention has been High Class and on my Interactions with the Cluster Heads I can see how well are they convinced on what you have thought them.
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Mr Rafique is a Great Facilitator , with good amount of Filed experience made the Program more Effective. Very good sense of Humour while delivering such a serious course .Please keep it up.
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On of the Best Trainings I have ever Had, most Interactive Gave real life examples & Stories which made the session relevant.

Investment

Connect with us to learn more about how your investment in this program today will unlock growth potential for your organization.

FOR CORPORATE BOOKINGS

What You’ll Learn

This workshop will equip you with essential leadership skills, strategies, and tools to inspire teams and drive growth in your organization.

Module 1: Visionary Leadership
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Module 2: Visionary Leadership
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Module 3: Visionary Leadership
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Module 4: Visionary Leadership
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Transformational Outcomes

Leadership

You’ll develop the vision, communication, and decision-making skills to inspire and lead with impact.

Personal Growth

You’ll build confidence, resilience, and a mindset for growth to face any challenge ahead.

Career Advancement

You’ll gain skills and insights to unlock new opportunities and elevate your career trajectory.

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Meet Your Workshop Leaders

Hi Dear, my name is Debra, nice to meet you!

I work with motivated spirits just like yours that want to quit their 9 to 5 jobs and embrace the entrepreneurial adventure.Everything is about you and what you want to do, I am only here to guide you and support you to make you realise your dreams!

No worries! I have created a group of like-minded people to help you grow your business online. Everything is about you and what you want to do, I am only here to guide you and support you to make you realise your dreams!

Additional Learning Tools

FAQ's

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