Consultative Sales for Business Services Professionals

If you are looking to help your Business Services Professionals and/or Job Developers become even more efficient and effective then this is the right training for you and your team!

This training leverages tried-and-true sales techniques from some of the world’s most respected sales organizations, years of hands-on-experience as well as extensive research on the psychology behind why people make decisions and how they are influenced.

The training is interactive, and will also include breakout sessions and role-playing. It is rooted in science, and focuses on the psychology behind why people make decisions, and how people are influenced.

Training topics cover:

  • Sales prospecting
  • Taking a more consultative approach to their roles
  • Focusing on WHY they do what they do
  • Refining their 30-45 second introductions
  • Getting past gatekeepers, and getting to more decision makers
  • Asking more thoughtful questions during meetings, and better understanding the client’s needs
  • Objection handling

Kevin Watson, EDSI’s Director of Business Development, will be working directly with your regional Business Services Professionals and/or Job Developers to deliver the training. Throughout his sales career, Kevin has knocked on thousands of doors, made thousands of phone calls and has mentored dozens of sales professionals.

Kevin has conducted this training in nine different states, for close to two hundred sales professionals.

For more information on Kevin and his professional background, please visit his LinkedIn profile.

Book Kevin To Speak at Your Next Event!


Speaking Topics

  • Starting with WHY
  • The “Rules of the Game”
  • Six Principles of Persuasion
  • Presentation Zen
  • Crafting a compelling 30-45 second introduction
  • The Pareto Principle
  • Quality over quantity
  • Importance of non-verbal cues
  • Science behind communication effectiveness
  • Mirroring and matching
  • Sales prospecting
  • Getting past gatekeepers
  • Cloverleaf Approach
  • Columbo Approach
  • Six Steps of the Sale
  • P-E-P-P-C Objecting Handling Method
  • Closing techniques
  • Follow-up process
  • Statistics behind persistence
  • Reasons why people buy
  • The order of the reasons why people buy
  • Dealing with time thieves


"I had an Oprah moment"

"One of my co-workers text me to see if I was asleep. I told her that she drew the short straw by NOT getting to attend this today!"

"One of the best training sessions that Michigan Works! has ever offered!"

"Clear. Concise. Relevant."

"Engaging. Knowledgeable on the topic. Learned new techniques!!"

"Great workshop!!!"

"Great workshop - I learned a lot!!"

"Everything in this session was perfect!"