Throughout my career, I've used a highly consultative sales process, because I was selling a complex offering with multiple decision makers and a complex buying process.
Now I'm selling something much simpler - a course on prospecting and an accelerator to speed the learning curve. We're working on optimizing the inbound sales process. But for now, I'm still doing some outbound as well.
I need to get better at doing discovery, inspiring a buying vision, and closing sales in a single conversation.
I want to give the person time to make a decision, but I don't want to do 3-4 calls giving them free consulting. I DON'T want to use pushy or manipulative sales techniques.
What sales methodology / training program would you recommend for this?