Consultative Selling: Discovery Calls That Win Deals
Consultative Selling & Deal Execution: leave with a SPIN discovery script, qualification notes and a tailored next-step proposal outline.
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Learn this topic with a mentor
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- Time, format and fee confirmed by email first
What this session would cover
Proposed outline — the mentor finalises the agenda once this topic is scheduled.
- 1Why consultative selling & deal execution matters — the common problem: Sales calls jump to pitching before the buyer's real problem is understood.
- 2Core concepts in plain language: Discovery calls, needs assessment, pain-point identification, solution selling, consultative selling, value-based selling
- 3Going further: product demonstrations, objection handling, stakeholder identification, buying committees, proposal development, sales presentations
- 4Framework walkthrough: SPIN Selling, BANT, MEDDIC
- 5Practical workflow, built live: A SPIN discovery script, qualification notes and a tailored next-step proposal outline.
- 6How to measure it: Quota attainment, Win rate, Pipeline coverage, Sales cycle, Average deal size, Forecast accuracy
- 7An illustrative case (a fictional example, not a client result), then live Q&A on your own situation
Who it's for
- • Sales executives and managers
- • Founders who sell
- • Business development and account teams
You'd leave with
- A SPIN discovery script, qualification notes and a tailored next-step proposal outline.
- A working understanding of SPIN Selling and BANT
- A short list of measures to track: Quota attainment, Win rate, Pipeline coverage
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