IT Consultative Sales Mastery Training


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Our onsite IT consultative sales training engagements and workshops have been touted as the best in the industry by attendees, distributors and vendors. Our highly successful sales techniques have been designed to accelerate sales velocity, shorten sales cycles and increase the value of your IT service and solution, cloud and managed services sales. In addition to our own proprietary sales methodologies, we incorporate a combination of today’s most effective and highly-regarded sales techniques and philosophies into our sales training sessions, including the 7 Step Sales Process, Question Based Selling, The Wedge, Consultative Sales, Million Dollar Consulting and more, which have helped our clients generate hundreds of millions of dollars in new revenue.

Onsite IT Consultative Sales Mastery Training Agenda Day 1

IT Consultative Sales Mastery Learning Module 1

This module introduces attendees to DISC Behavioral Assessments and helps them understand their natural behaviors in order to adapt them for sales success. DISC is the universal language of observable human behavior, or “how we act”. DISC does not measure education, experience, values or intelligence. It simply measures an individual’s behaviors, or how they communicate. With the knowledge of DISC, attendees can learn to understand and appreciate their behavior style, and then adapt that style in communication with others in order to best “connect” with them during the sales process.

Prerequisite: Attendees are required to complete a DISC Behavioral Assessment prior to attending this Learning Module.

During the lab portion of this module, attendees review their individual DISC Behavioral Assessments and gain an understanding in how to adapt their natural behaviors during the overall sales process; and especially during the warm up and qualifying stages, to improve their sales outcomes.

The exam portion of this module evaluates each attendee’s understanding and retention of the core concepts covered in this module.

IT Consultative Sales Mastery Learning Module 2

This module focuses on developing attendees’ understanding of the strategies needed to sell successfully, and educates them in 7 specific areas required for sales improvement. The Sales Skills Index helps assess sales professionals to determine the answers to the following questions and much more: Can they sell? How well do they understand the sales process? How do they compare to top sales performers? The Sales Skills Index assessment is used to complement sales training strategies as a guide to tailor training to individual needs, as well as provide a measurement for training effectiveness.

Prerequisite: Attendees are required to complete a Sales Skills Index Assessment prior to attending this Learning Module.

During the lab portion of this module, attendees review their individual Sales Skills Index Assessments and gain an understanding in how to leverage their strengths and overcome their weaknesses to improve their sales outcomes.

The exam portion of this module evaluates each attendee’s understanding and retention of the core concepts covered in this module.

IT Consultative Sales Mastery Learning Module 3

This module focuses on the function of sales leadership and educates attendees in the 5 Levels of Leadership and leadership’s role in sales and account management processes. The Leadership Assessment helps assess individuals to determine their leadership level and potential, and how to improve their leadership quotient to positively affect their sales outcomes.

Prerequisite: Attendees are required to complete a Leadership Assessment prior to attending this Learning Module.

During the lab portion of this module, attendees review their individual Leadership Assessments and gain an understanding in how to improve their leadership quotient to improve Sales outcomes.

The exam portion of this module evaluates each attendee’s understanding and retention of the core concepts covered in this module.

IT Consultative Sales Mastery Learning Module 4

This module focuses on how to properly prospect and prepare for sales engagements. Attendees learn why proper prospecting and preparation are critical in accelerating sales velocity and closing the sale, and gain the knowledge to uncover pain and needs through the proper preparation. The process that enables more Managed Services, Cloud and IT Solutions sales begins with the proper prospecting and preparation.

During the lab portion of this module, attendees work in groups to identify, document and present a solid prospecting and preparation process for several example prospect scenarios.

The exam portion of this module evaluates each attendee’s understanding and retention of the core concepts covered in this module.

Onsite IT Consultative Sales Mastery Training Agenda Day 2

IT Consultative Sales Mastery Learning Module 5

This module focuses on the two critical steps of a first Managed Services or Cloud sales appointment; the warm up and qualifying stages, and the necessary sales techniques to build a connection with a potential client that is meeting with you for the very first time. If the prospect is not warmed up properly, you will fail to make an important connection with them, without which you will have difficulty closing. Without proper qualification, you run the risk of wasting both your, and your prospect’s valuable time attempting to sell them something they may not be ready or able to purchase, creating false expectations and inaccurate sales forecasts. The qualification process ensures that there is a good match with the prospect for your products and services, and when conducted properly will reveal key information such as pain, need and budget that is critical to closing the sale.

During the lab portion of this module, attendees work in groups on one of the most important steps in any sales process – warming up the prospect and properly qualifying them for their products and services. Attendees learn how to accomplish both of these critical processes successfully during this role play session, helping to distinguish between unqualified leads and real prospects, and shortening sales cycles through proper warm-up techniques. Teams role-play the client warm-up and qualifying processes as their peers provide constructive feedback.

The exam portion of this module evaluates each attendee’s understanding and retention of the core concepts covered in this module.

IT Consultative Sales Mastery Learning Module 6

This module focuses on the proper delivery of the Managed Services and Cloud PowerPoint presentation and Agreement to prospects and clients utilizing the Managed Services and Cloud Services PowerPoint Presentation, Pricing and ROI Calculator and Agreement Template. Conducted during the second client engagement, a properly crafted Managed Services and Cloud PowerPoint presentation will allow you to remain on point in delivering your value-added message, generate interest and trust in your prospects and reveal your services as an investment in reducing the prospect’s overall costs, increasing their efficiencies and productivity, and mitigating business pain and risk – resulting in increased profitability. When utilized correctly, the Managed Services and Cloud Pricing and ROI Calculator will help you close your prospects on the value of your services, allowing you to increase your services pricing for maximum profitability.

During the first lab portion of this module, attendees work in pairs during this 2nd prospect engagement role-play session. Teams role-play conducting the client PowerPoint Presentation as their peer provides constructive feedback.

During the second lab portion of this module, attendees work in pairs during this 2nd prospect engagement role-play session. Teams role-play conducting the client Cost Savings Analysis Presentation as their peer provides constructive feedback.

During the third lab portion of this module, attendees work in pairs during this 2nd prospect engagement role-play session. Teams role-play conducting the Managed Services and Cloud Services Agreement Presentation as their peer provides constructive feedback.

The exam portion of this module evaluates each attendee’s understanding and retention of the core concepts covered in this module.

IT Consultative Sales Mastery Learning Module 7

This module focuses on overcoming the most common objections for IT services and solutions sales using an effective process to build credibility and identify the opportunity. The toughest aspect of any sales position is overcoming a buyer’s objections. Topics include effective techniques to identify and overcome the most common objections such as budget, authority, need, timeliness and value, by properly qualifying them and answering or clarifying the “misunderstanding” in order to ask for the business and close the sale.

During the lab portion of this module, attendees work in pairs during this 3rd prospect engagement role-play session. Teams role-play overcoming the most common objections as their peer provides constructive feedback.

The exam portion of this module evaluates each attendee’s understanding and retention of the core concepts covered in this module.

IT Consultative Sales Mastery Learning Module 8

This module focuses on implementing effective techniques for closing business. It is a common misconception that you should “always be closing”. In fact, you should only attempt to close an opportunity when the prospect is ready to be closed. Topics include trial closes and other tactics to utilize to determine when the prospect is ready for the close. Additional topics include executing the proper follow up techniques to identify referrals and the next sales opportunity with your clients.

During the lab portion of this module, attendees work in pairs during this 3rd prospect engagement role-play session. Teams role-play effective closing techniques as their peer provides constructive feedback.

The exam portion of this module evaluates each attendee’s understanding and retention of the core concepts covered in this module.

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