Trilha 03

Consultative Selling

Affordable luxury service, product storytelling, silent reading and no-pressure closing. Patricia's consultative school, in five lessons.

total duration

29 lessons · 85 min

0/29
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Módulo 01

Consultative Method

The full consultative selling journey: from diagnosis to after-sales, with ritual, storytelling and reading.

Affordable luxury service: ritual, environment, language

15 min

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Product storytelling: the piece, the atelier, the brand

15 min

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Silent reading: non-verbal signs, rhythm and hesitation

15 min

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No-pressure closing and after-sales that brings the client back

15 min

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Three-question diagnostic: BANT that fits the counter

13 min

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Tactile demonstration: fitting room, mirror, correct lighting

14 min

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Classic objections: is it really plated? will it tarnish? is there a warranty?

14 min

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Team training: structured roleplays and shadowing

15 min

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Módulo 02

Growth and relationships

Four lessons closing technical and operational gaps — fresh material written in May/2026 with GEO research on the Brazilian demi-fine retail market.

CRM artesanal: mantendo ficha de cliente sem custos

15 min

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Indicação assistida: transformando clientes em vendedoras

15 min

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Eventos de venda em casa: roteiro de chá-de-joias

15 min

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Reativação de cliente fria: roteiros de WhatsApp

15 min

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Corporate sales: business gifts that pay for the Christmas month

15 min

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Difficult-client service: defect, return, delay and what comes after the complaint

15 min

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testemunho-cliente-coleta-uso-venda

19 min

Locked

Módulo 03

Digital sales and clienteling

Three operational lessons for sales that happen on the phone: structured clienteling with seven WhatsApp touches, a 90-minute live shopping script, and five closing flows via Instagram Direct.

1. Opening impact

15 min

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1. Opening impact

15 min

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1. Opening impact

15 min

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Módulo 04

Objections and commercial moments

Three advanced consultative-selling lessons: how to neutralize the price objection without discount, cross-sell without pushing, and run Mother's Day, Black Friday and Christmas without destroying the margin.

Price objection: anchoring, installments and bundles, no discount

16 min

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Delicate cross-sell: five moments to discover what the client already wanted

16 min

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Critical dates 2026: Mother's Day, Black Friday and Christmas without destroying margin

16 min

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Módulo 05

Cold sales and ceremonial gifts

How the reseller starts from zero (first cold sale from five free sources) and how she sells ceremonial gifts — groom's mother, mother-in-law, godmother — where selling poorly costs decades of relationship.

First cold sale: five free lead sources and the three-touch cadence over ten days

16 min

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Selling to the groom's mother, mother-in-law and bridesmaid: ceremonial gift is family diplomacy, not a purchase

16 min

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Módulo 05

Deep discovery, interior markets and follow-up

Three advanced consultative-selling lessons: three-layer discovery with 12 powerful questions, selling in small-town markets (culture, social events, payment, logistics) and a D+7/D+30/D+90/D+180 follow-up cadence that multiplies lifetime value.

Deep discovery: 12 powerful questions that listen across three client layers

17 min

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Selling in interior regions: a small town is not a smaller version of the capital, it is another economy

17 min

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Structured follow-up: the D+7/D+30/D+90/D+180 cadence that multiplies LTV

17 min

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Módulo 06

Reseller-distributor: the second B2B layer

The reseller who has grown can become a micro-distributor and wholesale to smaller resellers. Lesson on dual margin, minimum order, terms, channel control, and the trade-off between revenue scale and direct-sale differentiation.

When the reseller becomes wholesaler to the layer below: the second B2B layer without becoming a factory

17 min

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Módulo 07

Alternative channels 2026: Pinterest as a sales engine

Pinterest is the most under-leveraged channel for the Brazilian demi-fine reseller. A client in planning mode converts 5% more than a scrolling client. Lesson on search behavior, pin types, curated boards, pin SEO and a lean editorial calendar that fits in one hour per week.

Pinterest as a sales engine: the organic channel Brazilian resellers still ignore

18 min

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