What Distinction Communication customers are saying
Your
passion to help
your students is
what sets you apart

Consultative Interviewing, Needs Discovery
& the High Stakes Presentation

Equipping sales professionals to call higher, respond better, win more.

Consultative Interviewing & Presentation Planning Factsheet

Focus: Integration of consultative selling & the presentation response
Skill area: Executive discovery interviews - presentation planning & delivery
Approach: Videotaped coaching, role play interviewing, evaluated delivery
Duration: Two-day workshop format (Typically 8am – 5pm)

If you’re like many companies today, your goal is to empower your sales teams to confidently call on higher level prospects and interact in a more consultative selling role. But the reality is, too many of them simply won’t or can’t. They’re uncomfortable selling at the executive level, default to their own limited understanding of the customer’s needs or skip the discovery process altogether and bring in a canned, one-size-fits-all presentation. Not only have you probably lost the sale, but your company has learned little about the process of needs discovery and how to shape and deliver a relevant & powerful presentation response. This amazing workshop will show you how!

  • Consultative Prospect Interviewing
    Build greater confidence in conducting an initial needs discovery sales call
  • Sales Presentation Skills
    Become a more confident communicator in high stakes sales presentations & Q&A
  • Speaking Your Customer’s Language
    Read & adapt your sales approach to key decision makers for greater influence
  • Presentation Planning & Delivery
    Take discovered needs and shape them into a high stakes presentation response