Consultative Dialogue: Creating a Vision


SKU: Consultative+Dialogue:+Creating+a+Vision Category:


Approximate time to complete: 50 minutes (not including short course assessment)

  • Primary lessons: 25 minutes
  • Demonstration lesson (“Vision Creation”): 15 minutes
  • Secondary lesson (“Explore impact”): 10 minutes

Intended audience: All

Sales Process Skill Set: Execute

Category: Foundation


Consultative Dialogue: Creating a Vision is a course intended to help the sales team engage with buyers to establish a buying vision and quantifiable value as a result of consultative conversations. Also, this course will provide a demonstration of the consultative dialogue approach of “vision creation”. In addition, this course will explore how consultative dialogues can include an analysis of the organizational impact of buyer pain.

Course objectives:

After completing this course, you will be able to:

  • Explain the importance of diagnosing before you prescribe a solution
  • Apply a questioning model to conduct a diagnostic customer-focused conversation
  • Identify questions that can be used in diagnostic customer-focused conversations
  • Explain the significance of creating customer buying visions around the capabilities of your offerings
  • Describe a technique for helping buyers establish quantifiable value for your capabilities
  • Describe when to explore the organizational impact of an admitted pain

Recommended prerequisite courses:

  • Principles of Sales Execution
  • Principles of Consultative Dialogue

Related courses:

·      Principles of Sales Execution

·      Pre-call Planning and Research

·      Principles of Prospecting

·      Conducting a Structured Sales Call

·      Principles of Consultative Dialogue


·     Consultative Dialogue: Reengineering a Vision

·     Qualifying Buyer Sponsorship

·     Controlling the Sales Cycle

·     Principles of Negotiating



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