Consultative Selling Skills Training

In his book, How to Master the Art of Selling by Tom Hopkins, he writes that Sales is the highest paid hard work and the lowest paid easy work. In my 30 + year career as a professional medical device sales executive I have found this to be true.

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Consultative Selling

In this curriculum, students will learn the fundamentals of Consultative Selling. People buy from people they know, like and trust. In Consultative Selling you want to be that man or that women that the buyer knows, likes, and trusts.

When I sit back and reflect on the many highly successful sales professionals that I have come to know in my journey I have often asked ” is Hopkins’ aphorism true because men and women who would otherwise be successful in another chosen field just so happen to choose to be successful in sales. Or is it true that if you are the sort of person who chooses sales and becomes a student of the discipline of sales it will make a success of you!

I believe that both are true. I also believe that they can be true for your life too. Consultative Selling is “The Arena”. And as Teddy Roosevelt, the 26th President of the United States, writes “The credit belongs to the individual who is actually in the arena…”

It all begins with Trust. But if the buyer is to trust you, it is absolutely essential that you be worthy of that trust. You must be Trustworthy. To be trustworthy you must, first, trust yourself. To trust yourself you are honest with yourself. You discipline yourself to a higher moral code. This is the definition of Integrity. And this is where we will begin

Welcome to the first step in Consultative Selling! People buy from people they Trust.

The student will learn:
  • Sales: Its not what you want from your client, Its what you want for them
  • Difference between transactional and consultative sales
  • What does it mean to say that consultative is an inside out process?
  • What is integrity? How much do I have? How can I achieve it?
  • Got Trust?- The imperative in any business.
Step 2: People buy from people they know and like (connect with). The student will learn:
  • The Mindset (attitude) you must have to connect with people
  • The oil in the engine of human interaction, without it the engine seizes
  • 5 Things you must do to connect with people
  • 7 Habits that the consultative sales professional does that ensures success
  • The 3 deadly sins that will separate you from your buyer
Step 3: Let the Games Begin: Consultative Selling. The student will learn.
  • Sales leadership is Influence: Leading your client through the buyer’s journey
  • Be sure to diagnose the problem before you prescribe the cure
  • Qualifying- Are we still together?
  • Leaders are readers
  • Follow up and Follow through.
  • Its not a close it’s a commencement
  • Reflection- What went well? What can be improved? What can be left at the curb?

The content for this curriculum comes from decades of experience and several books put into practice to include,
How to Win Friends and Influence People. Dale Carnegie
The Speed of Trust Stephen M. R. Covey
Becoming a Person of Influence John C. Maxwell
Everybody Communicates, Few Connect john C. Maxwell
How to Master the Art of Selling Tom Hopkins


Course Curriculum

Total learning: 30 lessons / 6 quizzes


Andy Kalajian has been a highly sought-after public speaker for more than 25 years. He has received public acclaim for his brand, EnTheos, Latin for Spirit Within and predecessor to the word Enthusiasm. Andy enthusiastically delivers powerful talks and lessons steeped in the wisdom literature and their practical application into busy lifestyles. His tagline, transformational thought in action, serves as a reminder to the participant that one can, indeed, permanently change the destiny of their life by changing the nature of their thoughts and actions.

    Andy was born and raised in Detroit Michigan. As a young boy he discovered his passion forserving others in medicine and his gift for public speaking. At the age of 12, Andy, at the urging of his father, began to earn his own way as a Golf Caddy. His sense of adventure also led him, along with his father, to the Boy Scouts of America where he achieved the Rank of Eagle Scout. In High School, Andy was fed books from his mother, Think and Grow Rich by Napoleon Hill and How to Win Friends and Influence People by Dale Carnegie

    While a golf caddy, Andy was awarded the prestigious Evans Scholarship, a full academic and leadership scholarship, to study at Michigan State University, where he earned a Bachelor's of Science degree in Medical Technology. In 1985, he coupled his lifelong passion for medicine and serving people with his gift of enthusiastic speaking and moved to Atlanta to begin his career in Medical Sales.

    As a young professional, Andy's Mom continued to fuel his desire for the wisdom literature from authors/speakers Zig Ziglar, Earl Nightingale, Les Brown, Stephen Covey and John Maxwell. Andy applied the character traits instilled in him from the Boy Scouts and the leadership skills taught to him by John Maxwell, Stephen Covey, and others to enjoy over 30 years in an award-winning medical sales career. It was during this time that Andy was asked to speak to groups as small as 4 or 5 and as large as 500+ all over the US and even Puerto Rico.

    Andy is very involved in the lives of his two children, Mallory and Drew. For 12 years they were engaging in monthly adventures with the YMCA Adventure Guides program where Andy volunteered in several leadership positions including Nation Chief. Andy and his wife, Sherrie, have four adult children and are active members of Pastor Andy Stanley's congregation at North Point Community Church in Alpharetta, Georgia.

    Andy enjoys time invested with his wife Sherrie, his family, and friends. He still has a voracious appetite for reading the wisdom literature and the biographies of the American Founders. He enjoys weight lifting, aerobics, golf and hiking the outdoors. Andy continues to have a passion for speaking, coaching, and training others to lead a life of significance.
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