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Consultative Selling Skills

Modern customers expect sales professionals to understand their business challenges, provide valuable insights, and offer tailored solutions rather than simply promote products. The Consultative Selling Skills programme equips participants with [...]

  • Course ID: SM L065
  • Delivered by London Elite Training

– Course Overview

Modern customers expect sales professionals to understand their business challenges, provide valuable insights, and offer tailored solutions rather than simply promote products.

The Consultative Selling Skills programme equips participants with practical frameworks for customer-needs analysis, strategic questioning, solution-based selling, value communication, and relationship management.

– Learning Outcomes

  • Understand consultative selling principles
  • Identify customer challenges and business needs
  • Apply questioning and listening techniques effectively
  • Position solutions based on customer value
  • Build trust and long-term customer relationships
  • Improve customer engagement and decision-making
  • Handle objections and customer concerns professionally
  • Develop strategic sales conversations

– Who Should Attend?

  • Sales Professionals
  • Account Managers
  • Business Development Teams
  • Consultants
  • Customer Engagement Professionals
  • Course Outline
DAY 01
Foundations of Consultative Selling
  • Understanding consultative and solution-based selling principles
  • Differences between transactional and consultative sales approaches
  • Understanding customer expectations in modern sales environments
  • Building trust and credibility with customers
  • Understanding customer decision-making processes
  • Customer-centric communication and relationship management
  • Ethical selling and professional conduct standards
  • Activity: Consultative sales assessment exercise
DAY 02
Customer Discovery & Needs Analysis
  • Active listening and strategic questioning techniques
  • Conducting customer discovery conversations effectively
  • Identifying customer challenges, goals, and pain points
  • Understanding business needs and operational priorities
  • Analysing customer buying motivations and concerns
  • Stakeholder mapping and relationship analysis
  • Structuring customer needs assessments professionally
  • Exercise: Customer discovery role-play session
DAY 03
Solution Selling & Value Communication
  • Positioning products and services as business solutions
  • Understanding value-based communication techniques
  • Features, advantages, and benefits (FAB) selling frameworks
  • Building persuasive customer presentations and proposals
  • Demonstrating ROI and customer value effectively
  • Storytelling and business case development techniques
  • Presenting tailored recommendations confidently
  • Activity: Solution presentation workshop
DAY 04
Influencing, Negotiation & Objection Handling
  • Understanding customer objections and resistance factors
  • Managing objections through consultative communication
  • Influencing customer decisions ethically and professionally
  • Negotiation frameworks and customer persuasion strategies
  • Managing pricing discussions and competitive comparisons
  • Building confidence and trust during negotiations
  • Closing sales through value alignment and commitment
  • Exercise: Negotiation and objection-handling simulation
DAY 05
Strategic Relationship Building & Sales Growth
  • Building long-term customer partnerships and loyalty
  • Customer retention and account development strategies
  • Managing follow-up communication and engagement plans
  • Developing strategic customer growth opportunities
  • Measuring sales performance and relationship effectiveness
  • Personal development planning for consultative sales success
  • Final presentation and trainer feedback
  • Programme review and evaluation

Duration

  • 5 Days

In Person (Special Discount for this period only!)

  • £ 4,500
  • 3,950

Online (Special Discount for this period only!)

  • £ 2,300
  • 1,750
  • Global Locations
  • London
  • Dubai
  • Barcelona
  • Paris
  • USA
  • Online
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Corporate groups of 2+ are eligible for a 15% discount. Enquire here

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