Overview
The ELAvate! Consultative Selling Skills (CSS) workshop is a two-day, high-impact program designed to equip B2B sales professionals with advanced strategies and communication skills. Its primary goal is to help sales teams differentiate themselves in a competitive market by developing high-trust, long-term customer relationships that advance sales and sustain loyalty.
The workshop emphasizes practical application, incorporating foundational B2B selling skills with the advanced COIN probing process. It aims to move sales discussions forward through structured processes, overcome customer resistance, and ensure clear next steps for mutual progress. Participants will receive pre- and post-workshop mastery tests, real-time coaching, and practical tools like a CSS Skill Guide Card and a Reusable Pre-Call Planner.
The CSS workshop is part of the broader ELAvate Sales Suite and boasts features like a proven track record in Bahasa Indonesia, a new Asian version, and content based on research from AchieveGlobal, SPIN, and ELAvate. It is tailored for sales professionals, account managers, and anyone involved in the B2B sales process, whether in-person or virtual. The program promises to help organizations foster stronger customer relationships, improve sales team efficiency, and achieve measurable improvements in sales outcomes.
Skills Covered
The CSS workshop focuses on developing a range of critical selling skills, including:
- Pre-Call Preparation: Mastering structured and goal-oriented pre-call planning using the CSS planner.
- Core and Advanced B2B Selling Skills: Use advanced questioning & active listening techniques. Learn the six types of selling questions and COIN probing to deeply understand customer needs and motivations.
- Trust-Based Relationship Building: Develop credibility and establish mutual value to create collaborative, long-term customer partnerships.
- Resistance & Objection Management: Use the COINs strategy to overcome customer apathy, doubts, and objections—including Asian-specific techniques for handling early price Resistances.
- Solution-Focused Communication: Present impactful solutions that address both immediate and long-term customer business goals while concluding meetings with clear next steps.
Who Should Attend
This workshop is ideal for sales professionals, account managers, and anyone involved in the B2B sales process—whether in-person or virtual.
Course Curriculum
Course Modules
Exam & Certification
This course is not associated with any Certification.
