Consultative Sales Skills


Aims of the course

This engaging one-day sales course introduces participants to the opportunities in consultative sales. It will equip learners with the techniques, strategies and skills enabling them to deliver a customer-focused approach to sales and business development. The interactive style of the training allows everyone the time to apply theory to practice and leave the day feeling confident with new techniques.


Who will benefit from attending?

Sales or Account Management professionals wanting to learn how to use customer-centric techniques to convert sales.


Reference Nr.:
Experience Level:
Main Group


Participants will learn to:

  • Project confidence and create a relationship where they become a trusted advisor
  • Understand the structure of the different steps in a consultative sales process
  • Use communication skills to build rapport with clients
  • Apply effective questioning and listening techniques to discover the real business needs of clients
  • Understand the use of product features and benefits in order to present a compelling proposition
  • Respond with empathy when managing objections
  • Close sales discussions positively and build on-going “win- win” relationships with clients


Key topics covered:

  • The sales structure and cycle
  • Different selling styles
  • Qualifying opportunities and understanding prospects
  • Effective questioning and listening techniques
  • Presenting compelling solutions whilst fostering confidence and trust
  • Exploring options and solutions with the prospect openly and transparently
  • Negotiation techniques and handling objections
  • Understanding when you should and should not concede
  • Managing relationships in the long term
  • Action planning


What is included?

The majority of our courses are customised and delivered in house.  Our standard fee for customised course delivery over the duration of a day is £950.00, which includes diagnostics, course customisation to ensure the course meets the specific needs of your organisation, materials and delivery to groups of up to 15 people.  This equates to a training investment of £65.00 per head. Certificates are issued upon completion of the training for all participants.