James Wilson - Consultative Selling Coach
James Wilson is a certified consultative selling coach with over 16 years of experience in professional services and consulting sales. He specializes in discovery calls, value proposition development, and consultative selling methodologies. His expertise lies in helping sales professionals transition from transactional selling to value-based consultative approaches.
About James
James began his career in management consulting, where he developed a deep understanding of how to identify client needs and position solutions that deliver measurable business value. His expertise in consultative selling has made him a highly sought-after coach for professionals in advisory, consulting, and service-based industries.
After transitioning to sales coaching, James has developed a systematic approach that combines consultative selling principles with modern AI technology. His clients have achieved an average 80% improvement in discovery call effectiveness within 90 days of working with him.
His coaching methodology focuses on consultative excellence through assessment, AI-powered practice, and systematic implementation of proven frameworks.
Coaching Philosophy
Areas of Expertise
Consultative Selling
Discovery call mastery and needs analysis
- Discovery call mastery
- Needs analysis and qualification
- Value proposition development
- Solution positioning and presentation
Discovery & Qualification
Strategic questioning and pain point identification
- Strategic questioning techniques
- Pain point identification
- Budget and authority qualification
- Timeline and urgency assessment
Value Proposition Development
Business outcome mapping and ROI calculation
- Business outcome mapping
- ROI calculation and presentation
- Competitive differentiation
- Value-based pricing strategies
Training Programs
Comprehensive training programs tailored for consultative selling development
Consultative Selling Mastery
Weekly 1:1 coaching sessions with unlimited AI practice scenarios
Key Outcomes:
- Master consultative selling approach
- Develop discovery call expertise
- Create custom selling playbooks
- Optimize value proposition delivery
Discovery Call Expert
Strategic questioning and qualification frameworks
Key Outcomes:
- Master strategic questioning
- Identify pain points effectively
- Qualify prospects systematically
- Structure discovery calls optimally
Value Proposition Specialist
Business outcome mapping and competitive differentiation
Key Outcomes:
- Map business outcomes clearly
- Calculate and present ROI
- Differentiate from competitors
- Position solutions effectively
AI-Powered Training Integration
James's coaching methodology integrates seamlessly with salesroleplay.app's AI-powered training platform
Consultative Assessment & Strategy
Comprehensive assessment of current selling approach
AI-Powered Consultative Practice
Realistic consultative selling scenarios with AI technology
Value-Based Selling Framework
Structured frameworks for consultative selling
Performance Analytics
Track improvement in consultative selling skills
Industry Specializations
Professional Services
Consulting, advisory, legal, accounting
Common Challenges:
- Complex service positioning
- Value demonstration
- Client education
- Long sales cycles
Consulting
Management consulting, strategy, operations, technology
Common Challenges:
- Intangible value communication
- ROI demonstration
- Stakeholder alignment
- Competitive differentiation
Advisory
Financial advisory, business advisory, technology advisory
Common Challenges:
- Trust building
- Expertise demonstration
- Client relationship development
- Value-based pricing
Related Resources
Get Started with James
Ready to master consultative selling and accelerate your results? Schedule a consultation with James to discuss your specific goals and create a personalized coaching plan.