Description

Approximate time to complete: 60 minutes (not including short course assessment)

• Primary lessons: 35 minutes
• Demonstration lesson (“Vision Reengineering”): 15 minutes
• Secondary lesson (“Explore impact”): 10 minutes

Intended audience: All

Sales Process Skill Set: Execute

Category: Foundation

Overview:

Consultative Dialogue: Reengineering a Vision is a course intended to help the sales team identify competitive tactics in which to engage as well as how to reengineer an existing, buying vision as a result of consultative conversations. Also, this course will provide a demonstration of the consultative dialogue approach of “vision reengineering”. 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:

• Assess active opportunities to determine whether they are qualified or not
• Describe four specific competitive strategies to consider when engaging in active opportunities
• Describe the importance of making yourself equal before you make yourself different
• Apply a questioning framework to reengineer existing customer buying visions
• Explain how key differentiators can be used in the vision reengineering process
• Describe when to explore the organizational impact of an admitted pain

Recommended prerequisite courses:

• Principles of Sales Execution
• Principles of Consultative Dialogue

Related courses: