Sales are won and lost based on the conversations your sellers have with buyers. Too often, sellers make mistakes—common mistakes that end up losing them the sale.
RAIN Selling: Foundations of Consultative Selling, our core consultative selling program, will teach your team a proven process for leading masterful sales conversations from “hello” to “let’s go.” This program introduces the strategies and tactics that are the foundation of successful selling, and the key selling skills your team needs to become top performers.
A lot happens between the first “hello” with a buyer and receiving a signed contract. RAIN Selling teaches your team how to lead this process with the greatest success.
Problems. Pain. Needs. Most advice suggests you uncover buyer afflictions. But that’s only half the story. You must also uncover buyer wants, desires, and aspirations to provide maximum value.
People buy with their hearts and justify with their heads. Your solution must satisfy both and present a compelling impact case for why buyers should buy, and why they should from you.
In going through our two-day, instructor-led RAIN Selling sales training seminar, suite of online programs, and other components of the RAIN Group educational system, your team will learn to:
of companies do not believe their sellers have the core consultative selling skills they need to consistently find and win business.
Core consultative selling represents the largest skill gap between sellers at Top-Performing Organizations and The Rest.
Elite Performers are 2X more likely to have sellers with advanced consultative selling skills than The Rest.
In our Top-Performing Sales Organization research, we found that more than three quarters (77%) of Elite Performers—those with the highest win rates, revenue growth, and sales goal attainment rates—believe their sellers have the core consultative selling skills compared to only 41% of The Rest. Elite Performers are also 2X more likely to have advanced consultative selling skills.
The gap, when it comes to consultative selling skills, is clear.
RAIN Selling: Foundations of Consultative Selling fills this gap and gives your team the core consultative selling skills they need to develop relationships, uncover needs, craft compelling solutions, and inspire buyers with new ideas and insights.
Our RAIN Selling methodology is fueled by decades of experience teaching consultative selling, and our primary research including What Sales Winners Do Differently, The Top-Performing Sales Organization, and Top Performance in Strategic Account Management.
RAIN Selling was popularized in our Wall Street Journal bestselling book Rainmaking Conversations: Influence, Persuade, and Sell in any Situation, which has been translated into 7 different languages.
Training is not our focus. Behavior change is. We have a complete learning system focused on real behavior change and results that includes assessment, program customization, and robust reinforcement to ensure that skills are learned and applied. Learn more.
We take a blended approach to learning that leads to real behavior change and results. Our programs include a mix of delivery options and components, including: