Principles of Consultative Selling
- Understanding the consultative selling approach
- Shifting from product-focused to customer-centric sales
- The psychology behind buying decisions
This 2-day Consultative Selling Techniques course is meticulously crafted to elevate the sales approach of professionals to new levels of excellence. It focuses on refining the ability to understand and align with customer needs, fostering credibility, and enhancing communication strategies. Participants will immerse themselves in learning to ask insightful questions, comprehend different personality types, and create personalized, value-driven solutions for clients. By the end of this course, attendees will possess a robust knowledge grid pertinent to their market, enabling them to consult with authority and deliver solutions that resonate with their customers’ unique challenges and aspirations.
Key Points:
- Enhanced Customer Understanding: Gain the ability to deeply understand customer needs and wants through effective questioning and listening skills, leading to more tailored and effective sales solutions.
- Increased Credibility and Trust: Develop strategies to build and maintain credibility with clients, thereby enhancing trust and long-term customer relationships through a consultative approach.
- Effective Communication Mastery: Learn to adapt communication styles to different customer personalities and effectively articulate value propositions, ensuring clear and impactful interactions.
- Strategic Solution Presentation: Acquire skills to structure compelling solution presentations, backed by numerical data, to clearly demonstrate the benefits and effectively handle objections and resistance.
Download the course guide
We offer a comprehensive curriculum that covers all of the essential topics. Our experienced instructors will provide you with the support and guidance that you need to succeed.
Course Content
Customer Needs Analysis
- Crafting targeted questions to uncover customer needs
- Active listening techniques to capture critical information
- Utilizing the knowledge grid to store customer insights
Building Credibility with Clients
- Strategies for establishing and maintaining credibility
- Communicating expertise and industry knowledge
- Tailoring solutions based on customer data
Effective Communication Skills
- Adapting to different customer personality styles
- Empathetic communication and its role in sales
- Articulating value propositions clearly and effectively
Presenting Solutions
- Structuring compelling presentations
- Highlighting the benefits of solutions with numerical data
- Overcoming objections and handling resistance
Closing the Sale
- Techniques for gaining customer commitment
- Guiding the customer through the decision-making process
- Strategies for follow-up and maintaining customer relationships
Leveraging the Knowledge Grid
- Building and utilizing a comprehensive market and customer library
- Continuously updating the knowledge grid for relevance
- Sharing insights to enhance team performance
Advanced Consultative Strategies
- Integrating advanced consultative techniques into sales practice
- Long-term relationship building for repeat business
- Personal development plans for continuous skill enhancement
Course Instructor
Mark Sclaire
Mark, a 15+ year sales veteran, bridges British and Middle Eastern selling techniques to empower sales teams. His training covers skills, structure, and motivation, with a mission to rejuvenate the industry and ignite brilliance in salesmanship.
Interested in what else we can offer you?
10 September 2025
Dusit D2 Kenz Hotel