// 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.

Top-Performing Sellers are more likely to...

58%

Lead a thorough needs discovery

60%

Change buyer thinking about needs

63%

Communicate strong, defensible ROI cases

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

RAIN Selling: Foundations of Consultative Selling 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.

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

Master Core Consultative Selling Skills

Learn how your team can:

Lead masterful sales conversations
Make the ROI and impact case
Drive value for buyers
Uncover buyer needs

Consultative Selling Training Modules

With our selection of portable learning modules, we work with you to quickly design custom curricula with the sales skill content your team needs to master consultative selling.

Introduction to Consultative Selling

Understand what Top Performers do to win the most sales
Learn the keys for leading masterful sales conversations
Challenge thinking about interacting and communicating with buyers

Leading a Thorough and Impressive Needs Discovery

Know what questions to ask—and how to ask them—to discover needs
Learn the top tips for conducting highly effective needs discoveries
Powerfully position, communicate, and confirm needs with buyers

Building Rapport

Learn and apply the 4 Principles of Rapport
Practice building rapport in meetings and beyond
Learn practical tips for becoming likable and connecting with people

Making the Impact and ROI Case Powerfully

Identify which of the 3 types of impact is most critical for a buyer
Learn how to make a compelling financial impact case
Communicate the impact powerfully through stories and visuals

Crafting a Value Proposition Positioning Statement

Understand the key points of delivering a powerful positioning statement
Practice delivery for different buyer types and industries
Learn what not to do when positioning your value

Overcoming Objections

Learn how to overcome the 4 types of objections
Practice a 4-step process for addressing any objection
Anticipate specific objections in any sale and plan how to respond to them

Mini-Stories That Sell

Connect with buyers through the power of mini-stories
Intrigue buyers to ask more based on the stories you tell
Learn how to make points that demonstrate the difference you make

Inspiring Action: New Reality and the Buyer Change Blueprint

Master the framework for driving buyer action, decisions, and change
Work with buyers to build a compelling value case
Learn to persuasively communicate your advantages and differentiators

The 6 Buyer Personas: Communicating with Different Personalities

Learn how to quickly identify the 6 different buyer personas
Understand communication, relationship, and decision-making preferences
Learn to adjust and communicate with buyers the way they prefer

Keys to Qualifying the Sale

Learn the keys to qualifying a sale
Define your pursuit intensity for various opportunities
Know when and how to ask buyers about budget, and when not to ask at all

11 Keys to Influence and Persuasion in Sales

Learn the 11 Principles of Influence in Sales
Learn to resonate powerfully, differentiate from the competition, build trust, and drive action
Plan to be more influential with buyers

The Power of Trust in Selling: Strategies to Build Trust

Learn the 4 elements of trust
Understand the process of developing trust
Develop strategies for building trust with key buyers and influencers during the sale and beyond

Mastering the Art of Sales Collaboration

Learn the keys to engaging buyers deeply across the sales process by setting up and leading collaborations
Understand how collaboration creates psychological ownership and engagement from buyers
Practice collaborating in ways that drive ideas, deepen relationships, and create alignment

Presenting to Win: Delivering Compelling Proposal Presentations

Plan to deliver a proposal presentation that wows buyers
Learn the fundamental components of a powerful, persuasive proposal presentation
Structure your presentation so it balances the right delivery and interactions

Value Through the Eyes of the Buyer

Deeply understand what value is and how it affects buyer decision making
Articulate the value of what you offer through the eyes of the buyer
Apply the Resonate | Differentiate | Substantiate value proposition framework throughout the sales cycle

Analyzing Stakeholders and Decision Making

Understand the 5 decision roles and how they affect buyer decisions
Complete a thorough stakeholder analysis for your sales opportunity
Map out relationship strength with key stakeholders, and build plans to improve them

Competitor Analysis and Planning: Taking the Pole Position

Identify competitors and position yourself favorably against them
Craft strategies that will help you help you neutralize competitor advantages and protect your business from competitor threats
Plan to unseat incumbents entrenched in your sales opportunities

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

From Rapport to Commitment: The RAIN Selling Model

From the early stages of connecting with buyers to needs discovery, making the impact case, and gaining commitment, the best consultative sellers stand out with the value they provide.

Popularized in our bestselling book, Rainmaking Conversations, and used by hundreds of thousands of sellers worldwide, the RAIN Selling model provides a framework for leading masterful sales conversations that build trust and influence buyers.

Training Modalities

Onsite Instructor-Led Training

Virtual Instructor-Led Training

Hybrid Training

Self-Study+

Quote

We partnered with RAIN Group to help enable our sales team around consultative selling. With a mix of virtual sessions, application assignments, and coaching sessions, it has allowed our sellers to take it from the sessions to adoption in their day-to-day activities. RAIN Group also improved coaching for our leaders. We’ve already witnessed great results and continue to receive positive feedback from our sellers.

Todd Fach, Director of Sales Learning & Development, Covetrus

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