Skip to the main content.
Facebook Instagram Linkedin X YouTube Medium
selling_that_matters_header

Course Overview:

Uncover What your Customers Really Need

Selling That Matters is a practical, solutions-based sales training program that empowers participants to move beyond transactional selling and create lasting client partnerships. Built on researched based principles to leverage consultative approaches to prioritize understanding client needs, delivering meaningful value, and building trust.

Participants will learn to apply a structured Model, track opportunities through a clear Funnel, and use a formal Discovery Process to elevate sales conversations. and growth methods to improve.

The program includes monthly training sessions and one-on-one coaching to reinforce learning, provide personalized feedback, and support real-world application. By focusing on authentic client engagement and strategic problem-solving, Selling That Matters prepares professionals to uncover deeper needs, offer impactful solutions, and drive sustainable results.

Designed as part of BecomeMore’s comprehensive solutions offering, this program can also support consistent onboarding of new sales team members, ensuring a unified, high-impact approach to selling across the organization.

selling that matters

Workshop Agenda

Day 1:

  • Uncover the impact of self awareness on sales
  • Define consultative selling and what success looks like
  • Build credibility through genuine curiosity, transparency, and mutual value
  • Introduce common sales approach and how it guides client conversations
  • Assess fit, urgency, impact, access to stakeholders, resources, and decision path
  • Practice open questions, active listening, follow-up questions, and testing assumptions
  • Use realistic scenarios to uncover the client’s situation, needs, and desired outcomes

Day 2:

  • Clarify the client’s most important challenges, consequences, and desired results
  • Match capabilities to confirmed needs; describe expected impact without overpromising
  • Explore who is involved, how decisions are made, timing, and what information is needed
  • Practice a conversation from opening and discovery through value discussion and next steps
  • Identify a live opportunity, set an action, and prepare for monthly training and one-on-one coaching

 

Upcoming Workshops

Selling That Matters March 2027

Tag:
Selling That Matters
REGISTER HERE

Selling That Matters October 2027

Tag:
Selling That Matters
REGISTER HERE
Meet Our Facilitators
marlene_headshot_click_me jocelyn_headshot_click_me kelsey_headshot_click_me scott_headshot_click_me karman_headshot_click_me marcela_headshot_click_me jo_headshot_click_me
What people are saying about The Class
I never knew that asking just a few questions could increase my sales impact by over 10% - I was skeptical and I’m up nearly 20% vs last year!
Using the CALF discovery approach has allowed me to truly understand what matters to my customers.
Discerning what a good customer and what a not good customer gives me more time to spend on potential customers that we can really impact in a positive way.