// Sales Training

RAIN Selling: Foundations of Consultative Selling

Lead masterful sales conversations from beginning to end with our core consultative selling program.

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.

We take a modular approach to curriculum development and build programs for the types of sales situations your sellers face, whether it be primarily virtual selling (Foundations of Virtual Consultative Selling) or face-to-face.
 

Lead Masterful Sales Conversations

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.

Lead Masterful Sales Conversations
Uncover the Full Set of Buyer Needs

Uncover the Full Set of Buyer Needs

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.

Craft Solutions that Win

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.

Craft Solutions that Win

Learning Objectives

RAIN Selling sales training seminar is tailored and contextualized for your business and the sales situations your sellers regularly face. Your team will learn to:
  • Lead masterful sales conversations from beginning to end
  • Use questioning techniques to uncover the full set of buyer needs and desires
  • Sell ideas, insights, and perspectives that influence the buyer’s agenda
  • Develop and communicate the most compelling value case
  • Understand buyers, buyer types, and buying
  • Build rapport and develop relationships in person and virtually
  • Close new business with maximum success and integrity
  • Overcome objections that get in the way of the sale
  • Sell based on value and reduce price push backs
  • Avoid common mistakes that even the most experienced sellers make
Click here to download the program overview. >>

Our Approach to Consultative Selling Training

We take a blended approach to learning that results in real behavior change. Our programs include a mix of delivery options and components, including:

On-site sales training

Onsite Workshops

Do you want everyone on your team to be able to lead masterful sales conversations? Bring RAIN Selling on site with live workshops for sellers and sales managers. Training is customized for your industry, company, and solutions

Online sales training

Virtual Instructor-Led Training

Accessible wherever your sellers are, this program is delivered via highly interactive and engaging vILT sessions that address consultative selling topics and strategies relevant to your team.

Sales reinforcement

Reinforcement

Our learning system ensures that training is reinforced over time. From job aids and tools to online learning, email reinforcement, and coaching, we achieve a 94% uptake on learning so skills are learned and applied.

Sales assessments

Assessment

Where do the skill gaps in your team lie? Who is most likely to succeed in a sales role? Our assessment tools allow us to develop a curriculum that best suits your needs.

Train the Trainer

Train the Trainer

Keep your sales training capabilities in-house. We’ll certify your delivery staff so you can deliver training on an ongoing basis.

Virtual, instructor-led sales training

Online Learning

Reinforce skills. Train a dispersed sales force. Improve new hire ramp-up. Our RAIN Selling online learning program covers topics critical for sales success. Customize lessons and environments for your company.

Total Access

Total Access

Embed a robust sales method with full access to RAIN Group's world-class content, training programs, and education system at the lowest total cost of ownership.

Execution Assurance Coaching

Execution Assurance Coaching

Accelerate your results with our 90-day execution assurance process—the key to ensuring sellers are held accountable, change happens, and training generates maximum ROI.

The Huge Gap in Consultative Selling Skills

54%

of companies do not believe their sellers have the core consultative selling skills they need to consistently find and win business.

#1

Core consultative selling represents the largest skill gap between sellers at Top-Performing Organizations and The Rest.

2X

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.
"A lot of other sales training companies tend to be generalists. RAIN Group's knowledge of our industry makes them very effective at understanding our needs and then helping us in a more focused way. Within 10 months [of implementing RAIN Selling], we've increased the number of active clients by nearly one-third and we've significantly increased our penetration and revenue in existing accounts."

- Terry Spratz, Vice President & General Manager, Maetrics

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 traditional sales skills, they were able to boost enrollment rates by 30%.

Click here to read the full case study. >>

Select Clients

Bright Horizons
Citi
Lenovo
BDO

Latest Consultative Selling Research and Thinking

Take the first step to learn how RAIN Selling can help you develop consultative selling skills in your team and win more sales.

Contact Us

Boston:
+1 508-405-0438 +1 508-405-0438
Bogotá:
+57 1-739-5413 +57 1-739-5413
Geneva:
+351 96 23 45 090 +351 96 23 45 090
Johannesburg:
+2782 881 0713 +2782 881 0713
London:
+44 020 3239 5058 +44 020 3239 5058
Mumbai:
+91 8882887733 +91 8882887733
Seoul:
+82 2 862 8450 +82 2 862 8450
Sydney:
+61 2 8004 2044 +61 2 8004 2044
Toronto:
+1 416-992-3284 +1 416-992-3284

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