Forum - Consultative skills training

Walkgrove was selected, after a long and rigorous process, by global, US based training company, The Forum Corporation to design and develop the digital elements of their Consultative Skills Premier (CS Premier) programme. Even though not US based, we were selected because of our comfort with the required technology, our compelling art direction and creativity and our ability to script and film illustrative drama based video clips. This digital learning solution contains lessons and tools designed to help sales people use consultative selling skills so they can rapidly disqualify the wrong opportunities and close the right ones.

CS Premier has been designed for use when and where it’s needed and is accessible on all device types used commonly by sales people on the move. CS Premier provides sales people with practical, relevant lessons, self-assessment tools and examples in consultative selling skills to develop and improve their skills in:

  • Focusing on the customer and involving them in the solution
  • Opening and closing each conversation powerfully
  • Skillfully handling objections
  • Moving a customer from having no interest to being committed

Our challenge was to produce nine x 10–12 minute e-learning modules, each with a companion app, to replace an existing, ageing e-learning solution of approximately 6 ½ hours duration plus other offline activities, as well as to provide a complementary solution to existing classroom training.

Many of the skills used in consultative selling are best taught by observation and questioning and it was agreed that video should be a focal element of this training solution. As Forum Corporation clients are diverse in their activities and global, a further challenge was to provide examples that would be relevant across multiple sectors whilst not being too generic in nature – we wanted to avoid the commonly used examples of selling printers and photocopiers! 

The outcome is the production of drama-based video set in a variety of situations including selling gas products in a food manufacturing plant, flea treatment products to vets, milk supplements to goat farmers, retirement planning products and tools to finance planning companies and personal finance solutions to individuals.

The production of video enabled us to re-use the media output in the e-learning and mobile app as well as providing standalone assets that can be used in a variety of other situations including the classroom and one-to-one coaching.

The production of video enabled us to use the media output in the e-learning and mobile app as well as providing standalone assets that can be used in a variety of other situations including the classroom and one-to-one coaching.

Download as PDF
Multi-device e-learning - Consultative skills training for sales staff