Getting Ready For Training

Welcome!

My name’s Liston, and I’m your trainer. In the video below, I’ll give you a rundown of everything you need to know for the training. You can also scroll down on the page for more details about the training.

What We’ll Cover

The training is delivered in 6 separate modules, all designed to help you improve your consultative and value-selling. By that, we mean that your role is to help clients identify and realize value, and you’ll be the caretaker who helps them get there.

By the end of the training, you’ll be able to:

  • Pinpoint key pains your clients are having to elevate them to a higher level of urgency
  • Set goals for client improvement so they can have a clear roadmap to a better future
  • Define the totality of value your clients will receive from working with you, so they can see an obvious value proposition and relevance to their current situation
  • Present a stronger sales story that gets your clients to take action
  • Plan for buying roles to help your client sell internally on your behalf
  • Address budgetary and other objections without putting your client on the defensive

If you’d like more detail about what we’ll cover, you can check out the full training outline here.

Each module is structured the same way: it starts with a brief review of the content we’ve already covered, then we’ll get into new content, several group or 1-on-1 activities, and end with key takeaways a quick quiz.

How the Training Works

The format of the training is remote, live video. We’ll be using Zoom, which is just like Webex or GotoMeeting or Skype. If you haven’t used it before, allow a few extra minutes the first time you login to download and install the software.

Since we’re meeting remotely, you’re expected to keep your video on during the training. If this was onsite training, we’d be able to see each other the whole time, too, so I’ll run the remote training to closely match the onsite experience.

Please note that I will be taking attendance and sharing the results – there are no secrets here! Be sure to login using your name so you get credit for showing up and participating.

The training is highly interactive and includes group work, group discussion, and 1–on-1 activities using breakout rooms. All of them require you to have audio and video on. If you don’t have decent audio and video, I recommend the following devices:

If you have a question or would like to add something to the discussion, interrupt me anytime, no matter what it is. If it’s something that’s too big to cover during the training, I’ll make a note of it and follow up with you directly afterwards.

If you’d like to contact me for any reason, you can email me anytime at liston@servedontsell.co.

Session Recordings

You can access the session recordings through a private portal on Google Drive. Recordings will be available within 3 business days of the training session, usually faster. You’ll get an email once the recording sessions are live, and you can access the recordings anywhere, from any device.