// Sales Training

RAIN Selling: Foundations of Consultative Selling

Lead masterful sales conversations with consultative selling skills.

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.

Our RAIN Selling: Foundations of Consultative Selling training 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.

Watch the video to learn how consultative selling can transform your team.

Only
26%
of buyers say sellers lead a thorough needs discovery.
#1
Core consultative selling skills represents the largest gap between Top Performers and The Rest.
Only
16%
of buyers say sellers are skilled in making a strong ROI case.

Source: The Top-Performing Sales Organization, RAIN Group Center for Sales Research

The gap is clear. Sellers aren't excelling in the areas most important to buyers.

RAIN Selling: Foundations of Consultative Selling fills this gap and gives your team the skills they need to uncover the full set of buyer needs, craft compelling solutions, and make a strong impact case to win. 


Modular Approach to Consultative Selling Skill Development

With over 70 portable, modular blocks, we work with you to quickly design custom curricula with the consultative selling content your team needs to lead masterful sales conversations. Content, tools, and cohorts are tailored to your world. Foundations of Consultative Selling modules include:

What is Consultative Selling?

Introduction to Consultative Selling

Leading a Thorough and Impressive Needs Discovery

Leading a Thorough Needs Discovery

Building Rapport

Building Rapport

Making the Impact and ROI Case

Making the Impact and ROI Case

Delivering a Value Proposition Positioning Statement

Crafting a Value Proposition Positioning Statement

Overcoming Objections

Overcoming Objections

Mini Stories that Sell

Mini-Stories that Sell

Inspiring Buyer Action and Change

The Buyer Change Blueprint

6 Buyer Personas: Communicating Powerfully with Different Personalities

Communicating with Different Personalities

Keys to Qualifying the Sale

Keys to Qualifying the Sale

11 Keys to Influence and Persuasion in Sales

Influence and Persuasion in Sales

The Power of Trust in Selling: Strategies to Build Trust

The Power of Trust in Selling

Mastering the Art of Sales Collaboration

Mastering the Art of Sales Collaboration

Presenting to Win: Delivering Exceptionally Compelling Proposal Presentations

Presenting to Win

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Value Through the Eyes of the Buyer

We offer a full curriculum of modules across the sales cycle from prospecting to advanced consultative selling, virtual selling, winning major sales, account management, and sales management. Learn more about our suite of sales training programs east

Consultative Selling Training Built for the Adult Learner

Each modular block is a self-contained topic that includes pre-work, a classroom session, application assignments, and application coaching. Modules are built to ensure the training sticks, behaviors change, and results are realized.

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1. Learn

Pre-work is delivered via micro learning, video, and exercises that allow participants to learn key concepts prior to classroom sessions.

2. Collaborate & Practice

Highly interactive and collaborative classroom sessions, delivered virtually or in person, focus on practice, application, and feedback.

3. Reinforce & Apply

Micro learning and videos drive post-session reinforcement. Application Assignments allow sellers to apply new skills to live sales situations.

4. Refine

Between sessions, Application Coaching helps sellers refine skills and build confidence while being held accountable for on-the-job implementation.

1. Learn

Pre-work is delivered via micro learning, video, and exercises that allow participants to learn key concepts prior to classroom sessions.

4. Refine

Between sessions, Application Coaching helps sellers refine skills and build confidence while being held accountable for on-the-job implementation.

whats_in_a_module

2. Collaborate & Practice

Highly interactive and collaborative classroom sessions, delivered virtually or in person, focus on practice, application, and feedback.

3. Reinforce & Apply

Micro learning and videos drive post-session reinforcement. Application Assignments allow sellers to apply new skills to live sales situations.

After the curriculum is delivered, sellers are coached and held accountable for applying new skills and making new behaviors permanent through our Execution Assurance process.


Training Modalities

onsite_training

Onsite Instructor-Led Training

virtual_training

Virtual Instructor-Led Training

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Train the Trainer

total_access

Total Access®

Experience Success Like Our Clients

Sales training boosts Bright Horizons' enrollment; conversion rates increase 30%.

When Bright Horizons was relying on a staff of educators and child care providers to increase enrollments, it brought in RAIN Group to turn this unconventional group into sellers.

RAIN Group conducted an analysis of the business development needs of Bright Horizons’ team and delivered training for various experience levels. In addition, group coaching gave opportunities for role play, real life examples, and more.

By arming enrollment counselors with sales skills, they were able to boost enrollment rates by 30%.

Click here to read the full case study east

Select Clients

Bright Horizons
Citi
Lenovo
BDO

Transform Your Team with Consultative Selling Training

Learn how RAIN Group’s transformational approach to training and behavior change can help develop the consultative selling skills of your team.


Experience RAIN Group's Training in Action.