Insight Selling: Advanced Consultative Selling

Don't just sell the value of your products and services. Become the value.

Learn to sell the way winners do.

Insight Selling: Advanced Consultative Selling is a self-paced online sales training course designed to help you 10x your value to customers.

Based on our popular book Insight Selling, this program will teach you to help your buyers think outside of the box by asking tough questions, pushing them out of their comfort zones, and challenging their assumptions.

You'll learn how to shape buyer thinking and agendas, avoid common insight selling mistakes, and tell convincing stories that differentiate you and your offerings.

Click to watch a preview of one of the lessons.


30-day, 100% money-back guarantee

The program includes:

  • 65+ Lessons
  • Assignments and tools
  • Downloadable resources
  • Certification

This program has been developed for individuals and small teams. Learn more about our full suite of corporate sales training programs.


30-day, 100% money-back guarantee

The program includes:

  • 65+ lessons
  • Assignments and tools
  • Downloadable resources
  • Certification

This program has been developed for individuals and small teams. Learn more about our full suite of corporate sales training programs.

What Will I Learn?

Learn advanced consultative selling skills and position yourself as invaluable to the buyer's success. You'll learn:

  • How to land insight discussions with top decision makers
  • How to differentiate yourself and stand out from the pack
  • 10 questions to challenge buyer thinking
  • How to identify buyers who buy insights (and those who don't)
  • How to tell convincing stories that demand buyer action
  • How to make the business impact of your solution clear so you can sell more with less buyer resistance
  • Step-by-step how to lead effective insight selling discussions

Want to dig deeper into the content before taking the leap? Get the full details on each module below.

module_icon Module 1: What Is Insight Selling?

Learn how providing ideas and insight and helping buyers make better strategic decisions will make you a sales winner. The module includes these lessons:

  • What Sales Winners Do Differently
  • From Foundational to Advanced Insight Selling
  • The Concept of Cognitive Reframing
  • Insight Planning: What Buyers Think, and What They Should Think
  • Insight Selling: 13 Problems and Challenges to Avoid
module_icon Module 2: The Two Types of Insight Selling

Inspire buyers with possibilities and reshape their thinking to get the best results. The module includes these lessons:

  • Two Types of Insight Selling
  • Characteristics of Insights that Matter
  • 10 Keys to Becoming a Source of Insight
  • Assignment: Identify and Change the Buyer's Perspective
module_icon Module 3: Leading an Insight Selling Discussion

Challenge buyer points of view, drive buyer insights, and increase value for buyers. The module includes these lessons: 

  • Changing the Buyer Conversation with Interaction Insight
  • Pushing Back on Buyer Thinking the Right Way
  • How Buyers Will React When You Challenge Their Thinking
  • 9 Questions (+1 Bonus) for Interaction Insight
  • Challenging Buyer Thinking Across the Sales Cycle
  • 10 Tactical Tips for Applying Interaction Insight
  • Assignment: Drive Buyer Insights and Points of View
module_icon Module 4: Building Rapport

Relationships are the key to selling. Learn how to enhance your rapport-building skills and connect with potential buyers. The module includes the following lessons:

  • EASE: The 4 Principles of Rapport
  • How Active Listening Works
  • The Power of Questions for Developing Rapport
  • Developing Empathy
  • Coming Across as Your Authentic Self
  • People Like People Like Them: The Principle of Similarity
  • Creating Shared Experience to Build Rapport and Relationships
  • Tactical Tips for Building Rapport
  • Assignment: Develop Plans to Build Rapport
module_icon Module 5: Succeeding with the 6 Buyer Personas

Learn how to understand and quickly identify the 6 unique buyer personas so you can more effectively communicate, strengthen relationships, and increase your value. 

  • Overview: Different Communication Strokes for Different Folks
  • The 6 Buyer Personas in Brief
  • How to Identify the 6 Buyer Personas
  • Working with Decisive Danielle, Relationship Renee, and Analytical Al
  • Working with Consensus Claire, Skeptical Steve, and Innovator Irene
  • Tactical Tips for Selling to the 6 Buyer Personas
  • Assignment: Plan to Work with Different Buyer Personality Types
module_icon Module 6: Understanding Trust in Selling

Build trust with key buyers through the 4 elements of trust. This module includes the following lessons:

  • The Power of Trust in Sales
  • 4 Keys to Building Trust in Sales
  • Demonstrating Your Capability
  • How Dependability Builds Trust
  • Integrity and Intimacy: Creating Durable Bonds of Trust
  • Tactical Tips for Building Trust in Sales
  • Assignment: The Power of Trust: Strategies to Build Trust
module_icon Module 7: Uncovering the Full Set of Needs and Desires

Conduct strong needs discovery meetings with buyers so you can craft a solution that's relevant and effective. This module includes the following lessons:

  • The Power of Aspirations and Afflictions
  • Powerful Questions for Sales Meetings and Needs Discovery
  • The Power of Why
  • Creating a Shared Understanding of Needs
  • Types of Needs Buyers Have
  • The Key to Leading a Thorough Needs Discovery Meeting
  • 10 Tactical Tips to Lead a Thorough Needs Discovery
  • Assignment: Prepare to Lead a Thorough and Impressive Needs Discovery
module_icon Module 8: Understanding 3 Components of Value

Maximize buyer perception of your value by resonating with the buyer, building trust, and differentiating yourself from the competition. This module includes the following lessons:

  • The 3 Legs of the Value Proposition Stool
  • Resonating with Buyers' Wants and Needs
  • Persuading Buyers You Are Different
  • Substantiating: Building Buyer Belief
  • Assignment: Identify Your Value Proposition
module_icon Module 9: Maximizing the Impact of Your Solution

Your ability to qualify your impact will affect your business case. Learn how to make a powerful impact case with your buyers. This module includes the following lessons:

  • The Keys to Communicating Impact
  • Understanding and Building Your Impact Model
  • Questions to Ask That Will Uncover Impact
  • Building Impact Cases Buyers Believe
  • Demonstrating Buyer Impact Visually
  • Tactical Tips for Making a Powerful Impact Case
  • Assignment: Build Your ROI Case
module_icon Module 10: Bringing the New Reality to Life

Make a case for change and inspire buyers to move from their current state to their New Reality. This module includes the following lessons:

  • Selling is About Driving Change
  • The Key to Driving Change in Sales: The New Reality
  • Building a Buyer Change Blueprint: The Case for Change on a Page
  • Planning to Build a Buyer Change Blueprint
  • Presenting a Buyer Change Blueprint
  • 10 Tactical Tips to Paint the New Reality Picture
  • Assignment: Build a Buyer Change Blueprint
module_icon Module 11: Mini-Stories That Sell

Selling is built on stories. Learn to tell brief but impactful stories that drive action. This module includes the following lessons:

  • The Power of Storytelling in Sales
  • Making Your Points Powerfully with Mini-Stories
  • A Powerful Mini-Story Example
  • Assignment: Plan Mini-Stories That Sell
module_icon Module 12: Telling a Convincing Story

Learn the 5-step Convincing Story framework to drive action and change for your buyers. This module includes the following lessons:

  • The Convincing Story Framework for Persuasive Presentations
  • Selling the Undeniable Change
  • It's Success or Failure
  • The Opportunity is Tantalizing
  • A Breakthrough Approach That Will Work
  • The Presentation as Conversation
  • The Difference Between Early and Late Sales Cycle Convincing Stories
  • 10 Tactical Tips for Telling a Convincing Story
  • Assignment: Develop and Prepare a Convincing Story

What Participants Are Saying

What Does Membership Include?

Robust Curriculum

Robust Curriculum

Get access to 65+ lessons over 12 distinct modules with text and video options.

Assignments & Resources

Assignments & Resources

Exercises, tools, ebooks, and more to help you apply new knowledge on the job.

Knowledge Checks

Knowledge Checks

Test your retention of the key points in each module.

Flexible Learning

Flexible Learning

Learn your way on desktop, tablet, or mobile.



Earn a certificate of completion to celebrate your professional growth.



Course content is based on over a decade of proprietary sales research and analysis.


Who should take this course?

Sellers and professionals looking to go beyond basic sales skills and learn advanced consultative selling techniques and who want to provide real value to buyers over and above the products and services they sell.

How long does it take to complete this course? Are all lessons available at once?

All program content is available and accessible on-demand as soon as you sign up.

There are 12 modules, each with associated lessons. When completed at our recommended pace of 1 module per week, you'll finish the program in about 3 months.

If after completing the lessons you would like continued access to the program content and tools, you are welcome to stay subscribed as long as you’d like.

Is the content downloadable?

Modules are available to view in text and video for your convenience and learning preference. You may view them directly in your browser on any device.

Many of the lessons include downloadable resources, tools, reports, and more. Those are yours to download and keep to reference whenever you like.

What's the cost?

Typical sales training programs cost thousands of dollars, require travel, and often teach you tactics that simply don’t work in the world of sales today.

Tuition for Insight Selling is $199/month. You’ll be making an important investment in your career to achieve breakthroughs in your sales success. You’ll make this investment back many times over in just your first sale.

Please note that the program is a monthly recurring subscription. Once enrolled, your credit card will be billed automatically every 30 days until you notify us to cancel.

How does the 30-day, money-back guarantee work?

We think you’re going to find the program content compelling and the tools invaluable. If you don’t agree, notify us within your first 30 days of membership and we will be happy to refund your payment, no questions asked.

I want my team to take this course. Do you have group rates?

We offer discounted rates for groups of 5 or more. If you have a team that would benefit from Insight Selling or are interested in bringing the program on-site, contact us for more information at support@raingroup.com or call 508-405-0438.

How do I know if this program is for me?

Get insights into where you can improve your sales skills with our complimentary self-assessment. You’ll see how you stack up to top performers across:

  • Ability to drive value
  • Prospecting
  • Driving and discovering needs
  • Solution crafting
  • Presenting
  • Winning
  • Advanced consultative selling skills
  • Influencing buyer thinking around needs and solutions

Once you’ve pinpointed your biggest gaps, return here to select the program that fits your needs.

Assess your sales skills now east