Consultative Selling Techniques


Effective sales professionals and managers understand the difference that consultative selling makes - it is a major paradigm shift from what most sales professionals do. It is about focusing on the customers’ needs rather than on your own products and selling based on those needs. When commercial organizations and their sales professionals start to use consultative selling techniques, everything changes, the cash machine keeps ringing and most importantly, you have a pipeline full of opportunities all-year round.  

Learning Objectives

At the end of this course, you will be able to:

  • Discuss the key elements of the consultative-selling approach as distinct from product evangelism;
  • Convert your existing product pitch to a consultative sales pitch;
  • Develop a consultative sales process and playbook using the principles of consultative selling;
  • Apply scientific tools for consultative selling into your sales activities;
  • Apply tools for networking, building your personal brand and influencing to your sales activities; and
  • Improve your sales performance by applying techniques for sales coaching and performance improvement to your sales team.

Course Content

  • Overview of Consultative Selling
  • Sales Process and Play Book
  • The Science of Selling
  • The Art of Selling
  • Improving Sales Performance

Course Delivery:

  • Video Lectures
  • Case Studies
  • Interactive Activities
  • Games
  • Project-based Learning
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