What You'll Learn:
The SME Buyer's Mindset: Understanding what engineering/manufacturing SMEs value, such as trust, clarity, and ROI. It also discusses how to identify decision-making patterns and buying signals
Consultative as a Sales Superpower: The webinar highlights how consultative principles like listening, reflecting, and challenging can build trust. It includes a roleplay demonstrating a "Consultative vs. pitching" conversation and introduces ATL's "critical friend" model
FAB Model with a Consultative Twist: This section goes beyond features and encourages asking, "What does this unlock for the client?" It includes a group exercise to rewrite a product pitch using the FAB model combined with consultative questions
Questioning Techniques that Convert: The webinar covers various questioning techniques, including TED, SPIN, and ATL's own "why now, why you, why this?" framework. It includes practice sessions to uncover the real problem behind the stated need
Crafting Value Propositions that Resonate: This section focuses on using ATL consultative outcomes to frame value, such as confidence, clarity, and capability. It provides a template for crafting value propositions that resonate with clients
Q&A and Wrap-Up: The webinar concludes with reflections on what participants will do differently after the session and offers follow-up consultative or discovery call slots
