Consultative Selling Skills Training course

This course is ideal for any customer facing sales professionals, sales team and sales management professionals, who need a solid grounding in the Consultative sales methodology.  Previous attendees have included:

• Engineers
• Technicians
• Consultants
• Pre-sales professionals
• SDRs
• Account Executives
• Business Development Professionals
• Key Account Managers
• Sales Managers/Directors
• VP of Sales
• Business Owners/CEO’s

You can view a case study and discover the real world benefits of using a consultative selling approach here: Sales Training Case Studies

People often hate being sold to, but equally, they love to buy.  This consultative selling course helps sales professionals facilitate the right conditions for people to buy, without actually selling to them.  We help and show participants, how to get buyers to understand for themselves the reasons they should buy, rather than our reasons, which may or may not, be relevant to them.

Whilst many traditional consultative selling courses use manipulation, we focus on ethical selling.  Rather than win at all costs, we prefer to look at the bigger picture and build relationships as a trusted partner.

We provide a framework and a methodology that participants can use from marketing, to lead generation, to closing deals and growing accounts.  The framework will compliment any existing sales models you have, and integrate with your standard operating systems and processes such as your CRM system. In addition we provide:

• More confidence and self-belief
• A non-salesy way for introverts to sell
• A proven system to follow
• Strategies, techniques and skills
• Motivating goal setting strategies with personal action plans

Spend time and learn from the specialists who have developed top sales people, and see why others rave about our ability to communicate key selling principles in clear, understandable, and practical ways. 

You’ll learn why our clients sell more, and have more fun doing it.

Day 1

• Consultative Selling Introduction: Shed the transactional sales hat and embrace the role of trusted advisor. Discover customer centric selling, equipping your team with the mindset and skills to identify client challenges, build genuine partnerships, and position themselves as Subject Matter Experts.
• Building Trusted Relationships: Forge bonds that fuel success. This module equips you with the interpersonal skills and strategic frameworks to cultivate genuine, long-term relationships with key decision-makers. Learn to build trust through active listening, insightful questioning, and demonstrating unwavering commitment to their success.

• Perfecting your Value Proposition: Go beyond features and benefits. This module delves into the art of crafting compelling value propositions that resonate with client needs and aspirations. Learn to quantify your solution’s impact, articulate tangible outcomes, and position your offering as a must have.

• Questioning Techniques: Master the art of asking powerful, open-ended questions that spark meaningful conversations and reveal critical purchase drivers. Build trust and rapport via active listening, understanding client challenges, and demonstrating genuine empathy. Guide the conversation whilst steering it towards your value proposition and positioning your solution as the perfect fit.

Day 2

• Objection Handling Techniques: Anticipate and handle objections before they arise, preventing friction and maintaining momentum. Develop robust rebuttal techniques that reframe concerns, highlight the value proposition, and leave clients confident in your solution. Hone your negotiation skills to secure win-win agreements that satisfy both your clients and your bottom line.

• Crafting Your Compelling Sales Narrative: Move beyond features and benefits, delve into the transformative impact of your solution. This module empowers your team to develop compelling narratives that illuminate customer challenges, showcase your solution’s transformative potential, and paint a vivid picture of a desired future state

• Negotiation, Klozing & Customer Success: Secure win-win agreements and forge lasting relationships. Master the art of effective negotiation, crafting strategies that address client concerns, maximize value for both parties, and ensure a seamless transition towards ongoing success.

• Action Planning: Sales Training is great, however, it’s vital we put into practice what we learn.  Participants create their own personalised action plans based on what they believe will have the biggest impact on the next 90 days.  

Prospects buy for their reasons not ours, and even if our reasons are aligned with theirs, it is always much more powerful to have the prospect crystalize their own thoughts.  The Consultative selling methodology helps salespeople create the right conditions for the sale, by provoking and motivating the buyer with questions. 

From the outset, our mindset must be to look for and define a gap between where the prospect is now, and where they want/need to be after the successful adoption of your product/service.  No gap means no sale.

Defining the symptoms means as prospects invariably are not subject matter experts on your product/service, they can often misdiagnose their problems.  When the prospect misdiagnoses the problem they invariably then misdiagnose the solution.  Symptoms are what the prospect is experiencing at a surface level and often never the real problem.

By using specialised questioning techniques and active listening, we can help prospects uncover the underlying problems behind the business pain they are experiencing and where necessary, gently challenge their assumptions in a way that maintains rapport. 

By using a question based approach, we prevent sales reps from delivering canned sales pitches of your product or service that makes them look and sound like a traditional sales person.

A consultative approach can be used throughout the sales process, from discovering customer’s needs and the value they seek, through to closing a sale.

This course can be delivered:

1. 1. On site as a two day sales workshop,  minimum 5 people.  Additional travel & Accommodation charges apply.
   2. Remotely online via 8 x live 90 minute workshops. Dates and times confirmed on booking.

During the training period each participant has access to a dedicated coach via telephone, email and live chat. 

Attendees leave our sales courses energised with new ideas, strategies and tactics, but often additional questions can arise where they need a sounding board. We provide post course support through our Sales Coaching Platform built inside MS Teams where members can ask questions, via chat, mail and conferencing calls.

The platform uses the Microsoft Teams application and can be access via PC, Tablet or Phone and contains FREE Guides, Templates and Tools.

Ongoing 1-2-1 coaching is also available at an additional cost.

What level of sales experience do the consultative selling programmes require?

This course uses a genuinely different approach to consultative selling.  Because of this we have successfully delivered this course to graduates who are new to sales, and experienced sales professionals who are looking to both refresh and top up their sales skills.

Does the training work with other selling systems and methodologies?

Yes. If you have already trained your salespeople, our training and coaching works alongside any of the major selling systems, such as Miller Heiman, Richardson, SPIN or Solution Selling.

Will the training cover the sales topics that are important to me?

Yes – all our training and coaching includes an initial needs analysis where you can specify any areas that are important to you.

What industries does the training cover?

Our sales training and coaching is specific to Business to Business selling, not to any specific vertical. We do however have lots of experience in IT, Pharma, Technology, SaaS, Professional Services, Digital Media, Construction, Engineering, Oil & Gas, Banking, Software and Financial Services.

Should the recommended course modules not fit your requirements they can be swapped for other modules we provide.

Furthermore, if time and  budget permits we can tailor the material in advance of the training in order that the context and relevance meets the needs of your organisation.

 Please use the “Book a call” function below to speak to one of our coaches.

As every business and it’s people are unique, it’s not unusual for people to still have questions.  You can book a no obligation call with one of our coaches who can answer any questions you have.

BOOK A FREE CONSULTATION CALL