Intelligence™ · Sales & Revenue
Consultative Sales Lab: redesign the sales process around diagnosis and value.
Sell by diagnosing, not by convincing.
Consultative Sales Lab
- Duration
- 4 hours · single session
- Format
- Remote · live
- Format
- Single live session
- Category
- Sales & Revenue
Every workshop runs live and fully remote.
SPIN, Challenger and MEDDICC applied to the real process: discovery, qualification, value selling, negotiation and closing.
A sales lab with exercises and analysis of real pipeline opportunities. It is not methodology theory: it is adapting them to the company’s concrete process and leaving with a playbook.
What the program includes
- Live facilitation by a senior Evox consultant.
- Consultative Sales Playbook: process by stage, discovery scripts and qualification criteria.
- The redesigned sales process, ready to load into the CRM.
- An initial library for handling common objections.
- Session recording and minutes of agreements.
- 30-minute follow-up session 30 days later.
What you leave with
- 01You move from "convince and cut price" to diagnosing and building a business case.
- 02You have discovery scripts and qualification criteria by stage.
- 03You know how to quantify the value of your solution for the customer.
- 04You have a playbook and a sales process the team can use right away.
Syllabus
- 01
From convincing to diagnosing
The mindset shift of consultative selling.
- 02
Discovery and qualification
Diagnostic questions and frameworks (SPIN, Challenger, MEDDICC) adapted.
- 03
Value selling
Value quantification and a business case for the customer.
- 04
Negotiation and closing
Objections, conditional concessions and firm next steps.
- 05
Playbook
Process by stage, scripts and advance criteria.
Summary syllabus. The detailed curriculum is shared with enrolled participants.
Who is it for?
It's for you if
Sales managers, sales leaders, account managers and B2B teams selling products or services of some complexity.
It's not for you if
Not for low-ticket transactional sales, or for those looking for high-pressure closing techniques.
Frequently asked questions
Do you teach a new methodology?
Not exactly: we take the frameworks that already exist (SPIN, Challenger, MEDDICC) and adapt them to your concrete sales process.
Is it theoretical or hands-on?
Hands-on, with exercises on real pipeline opportunities. You leave with the playbook and the redesigned process.
Is it for salespeople or for sales leaders?
It is designed for leaders who want to standardize the process; the resulting playbook is then used by the whole team.
Enrollment
Seats are limited and assigned on a first-come, first-served basis.
To reserve your seat, complete the enrollment form. An Evox advisor will contact you to confirm availability, answer your questions and coordinate enrollment.
Let's work together
Let's design your next step together. Get in touch to structure your custom marketing, technology, and scale solutions.