Consultative Selling in practice
Consultative Selling
TRAINING
Training in a dedicated or open format (see the calendar of open events)
BECOME A TRUSTED ADVISOR
An 8-module training program based on the OceanBerg framework and the Sales Maturity Levels model, presenting proven mechanisms for building the role of a trusted advisor in B2B industrial sales.
For whom
For sales managers and B2B salespeople in the industry. For those who want to transition from transactional selling to selling by being a trusted advisor. For those who want to shorten the sales cycle, increase conversion, and inbound rate (the stream of incoming clients).
Solves problems
-
Low customer readiness to purchase and long sales cycles without trust.
-
Lack of "first choice" positioning and perception as a trusted advisor – clients do not call first.
-
Inappropriate use of experts (SMEs) and difficult-to-master "traps" in meetings with clients.
-
Transactional approach hindering account development, upselling, and cross-selling.
Workshops that deliver immediate results
Training Program
Consultative Selling
Consultative Selling
Training Modules:
(the standard program includes 2 training days)
Module 1. From transactional to consultative selling– the role of a trusted advisor and business impact
Module 2. Edu-selling – how to talk about the Client's problems instead of yourself and educate in a way that attracts the Client
Module 3. Mastery of questions– uncovering motivations, risks, and the context of the Client's decisions
Module 4. Communication Seller–Buyer – equipping the client-hero with arguments for internal selling
Module 5. Collaboration with experts (SME)– how to shorten the communication chain without 'grenades' in the meeting
Module 6. Designing Client Journey– from the first contact to account development over time
Module 7. Binding services – how to create a Client Turnaround effect and growing inbound
Module 8. Consultative culture of the organization– processes, metrics, and team wellbeing in sales
Summary and discussion of tasks to be implemented in the company
This is a text element. Double-click this element to edit the text. You can also freely change the size and position of this element as well as any parameters including background, border, and many others.
Clear the way for your team
Experience
Coaching specialty
We simply know how to train. We have conducted over 1000 training sessions and workshops for teams within the companies we worked for, as well as acting as external consultants and trainers. We have developed a solid methodology for conducting training and workshop work, which is valuable in itself!
We worked in small, medium, and large companies
Our consultants have experience in productization, shaping sales strategies, direct sales, marketing, and simply presenting offers very effectively. During our conversation, we will be pleased to present our profiles and experiences.
Our mission and values
Mission
Wise reduction of waste in the sales process
Values
The safety and well-being of our Clients, Employees, and collaborating Consultants
We support Clients by caring for their interests as if they were our own
We share knowledge and offer tools that we have tested in practice
Specialization
We are experts in sales and marketing as well as productizing services and products offered for the industry and corporate clients.
The problem we help to solve...
Ineffective sales presentations
Dwindling sales energy
Long sales cycle
Too expensive
sales and marketing
We solve real problems
Do you have the impression that sales trainers and consultants say obvious obvious things?
Don't you have the strengthto smile while thinking about your goals and the chances of achieving them?
Well-being is gradually decreasing in the sales team?
The sales cycle is too long? Do you feel it could be shorter?
Sales doesn't know how to "prospect" (finding Clients)?
The sales you achieve mainly come from expensive marketing?
Customers are responding poorlyto your offer, cold calls, or sales presentations?
No incoming sales, and the active (outbound) just isn't working well?
Burned energy and money?
+48 505 173 493
info@oceanberg.com
OceanBerg Sp. z o. o.
ul. Twarda 18
Warsaw, 00-105
Poland, Central Europe
OceanBerg specializes in dedicated and open-enrollment training for B2B industrial sales staff, and business advisory for companies providing services and products to industrial and corporate customers.
Copyright @ OceanBerg Sp. z o. o.