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Consultative Selling Training Program
A practical approach to building a high-performing, customer-focused sales team
Why Consultative Selling Matters
Selling is a critical business function – yet too often it’s underestimated or misunderstood.
Historically, many organizations viewed selling through a limited lens – especially in economies where demand outstripped supply. In such environments, there was little need for sales strategy or customer-centric dialogue. But in today’s highly competitive, choice-rich marketplace, that mindset no longer applies.
Consultative Selling empowers your team to guide customers, navigate choices, and build trust – especially in complex or high-value sales where buyers need help making informed decisions.
What Is Consultative Selling?
Consultative Selling is not about pushing products. It’s about helping customers make better decisions.
This approach focuses on understanding customer needs, offering tailored solutions, and building long-term relationships that support your organization’s strategic goals.
A consultative sales professional is trained to:
- Set right goals
- Make perfect preparation
- Ask the right questions
- Listen actively
- Present value-oriented solutions
- Influence without pressure
- Align selling with the company’s mission and values
Why Train Your Sales Force?
Like elite athletes, even your best salespeople need ongoing development. Skills fade without practice. Motivation wavers without support.
Whether they’re new recruits or experienced reps, every salesperson benefits from structured, targeted learning.
What About New Hires?
Don’t leave rookies to learn by trial and error.
The market is competitive and unforgiving. Without proper training, new hires are thrown to the sharks-and often don’t last.
Set them up for success with a clear, consistent foundation of consultative skills and behaviors.
What’s the Right Learning Approach?
We work with you to design the learning format that best suits your organization.
- Start with a Learning Needs Analysis (LNA) for your sales team
- Define the skills and behaviors you expect post-training
- Receive expert guidance from our program advisors
Program Overview
Professional Selling Skills Development Program
Duration: 2 Days
For: Sales professionals and sales managers (products or services)
This hands-on, practical training delivers a robust foundation in modern selling, from mindset to advanced techniques.
Key Learning Topics
- The philosophy of professional selling
- Differentiating yourself and your offer
- Mastering incoming sales calls
- Crafting persuasive proposals
- Leading effective customer meetings
- Using body language with intention
- Consultative selling techniques
- Handling objections with confidence
- Becoming a confident closer
- Managing rejection with professionalism
Outcome: A confident, capable, and customer-focused sales force that supports your business growth.
Ready to Transform Your Sales Team?
Let’s talk about your goals-and your sales challenges.
Invest in your team. Strengthen your strategy. Drive performance with consultative selling.
Frequently Asked Questions (FAQs)
- What makes consultative selling different from traditional sales approaches?
Consultative selling focuses on understanding of the customer’s needs and helping them make informed decisions – not just closing a deal. It builds trust, delivers value, and fosters long-term relationships rather than one-time transactions. - Who should attend this training program?
This program is ideal for sales professionals and sales managers, whether they sell products or services. It benefits both new hires and experienced reps looking to sharpen their consultative selling skills. - Is this program suitable for new salespeople with no experience?
Yes. In fact, it’s highly recommended. New salespeople gain a structured foundation of effective sales behaviors, helping them avoid common mistakes and ramp up their performance quickly. - How is the training delivered?
We tailor the format to fit your needs. We begin with a Learning Needs Analysis to define desired outcomes and then customize the delivery in-person to best suit your team. - What outcomes can we expect from the training?
Your team will gain a practical toolkit to build customer trust, handle objections with confidence, close deals professionally, and align sales behavior with your business goals. Expect stronger performance and a more customer-focused approach. - How long is the training, and how intensive is it?
The core program runs for two days and is highly interactive and practical. It combines real-world scenarios, skills practice, and expert feedback to ensure high engagement and immediate application. - Can the program be adapted to our industry or sales process?
Absolutely. Our advisors work with you to understand your specific context and adapt content, language, and examples to ensure relevance and impact for your team.
Call us at +359 89 8525025 to speak directly with one of our program advisors or fill out our enquiry form and we’ll be in touch shortly.
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