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Consultative Selling: 7 Steps to Success

  • Overview ImageOverview
  • Outline ImageCourse Outline
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Course Overview

Consultative selling, or solution selling, is a needs-based selling approach that focuses on building relationships with prospects and customers and identifying solutions to their challenges through strategic questioning and active listening.

In today’s fiercely competitive marketplace buyers have endless options available.  Having a good product is no longer enough.  Succeeding in this competitive environment means understanding the changing world of your buyers and adjusting your sales approach accordingly to drive meaningful value.  

Successful sales people build strong relationships with their prospects and customers and demonstrate a deep understanding of their needs and problems.  On this course delegates will learn how to act as trusted advisors who can help solve those problems and identify new business opportunities using a consultative sales approach.

This course provides a simple seven step approach to consultative selling which builds value for both you and your customers.


By the end of this interactive training programme, you will be able to:

  •   Understand and apply the consultative selling approach. 
  •   Develop more and better business opportunities.
  •   Build trust with your prospects and customers
  •   Understand the decision-making process and adapt appropriate selling strategies for each phase of the process. 
  •   Recognize and win over key influencers in the complex sales structure of large organisations.
  •   Become a problem solver for clients rather than a product promoter.
  •   Propose tailor-made solutions that win business
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Course Outline

Introduction to Consultative Selling

  • What is consultative selling?
  • How is it different to traditional selling?

Step 1 - Research

  • Find out as much as you can about your prospect/customer’s business needs
  • Qualify leads and focus on the most promising opportunities

Step 2 – Build Trust

  • Build credibility and trust
  • Strategic questioning skills
  • Active listening skills

Step 3 – Position yourself as a trusted advisor

  • Positioning - differentiate yourself in the market
  • Share insights and demonstrate your understanding of the customers’ situation

Step 4 - Identify Opportunities

  • The Buying Decision Cycle
  • The decision-making process and selling strategies for each phase of the process. 
  • The key influencers in the complex sales structure of large organisations. 
  • Identify opportunities
  • Agree timelines and budgets

Step 5 – Propose Solutions

  • Design solutions customised to your customer/prospects’ needs
  • Use your prospect/customers’ language to prompt action
  • Negotiate a winning deal

Step 6 – Follow Up

  •  Confirm what has been agreed in writing
  •  Address any outstanding concerns
  •  Agree next steps

Step 7 – Close

  •  Closing techniques
  •  Post-sale relationship
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Schedule & Fees

3 For 2Offer

Get the most out of group training with our special discount! Register 3 of your participants together on the same course and only pay for 2.

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Duration: 20 CPD hours (5Days)

date: 22 - 26 Jul 2024

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Duration: 20 CPD hours (5Days)

date: 19 - 23 Aug 2024

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Duration: 20 CPD hours (5Days)

date: 14 - 18 Oct 2024

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Duration: 20 CPD hours (5Days)

date: 02 - 06 Dec 2024

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  • Sales and Marketing

Consultative Selling: 7 Steps to Success

Duration:5 Days (20 CPD hours)

date:22 - 26 Jul 2024




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Frequently Asked Questions

How can training courses be used as a company benefit?

Training is hugely beneficial to both yourself and your company. It enables you to employ new technologies, increases your productivity and enables you to be more autonomous. Have a look here at our infographic on the importance of training and development!

How often do you update your course content to ensure relevancy?

Our course content is constantly reviewed and updated to ensure we stay up to date with all the latest trends. After every course is completed we review the feedback and improve the material where necessary.

Do you keep your classroom environment and instructional methodologies current with today’s real-world workplace?

Yes, we focus our training on ‘real-world’ scenarios and our trainers are all highly experienced and skilled in their relevant fields.

Are your courses eligible for professional certification?

Yes, we offer certification with all our courses, every course is entitled to CPD (Continuous Professional Development) hours which you can put towards your professional portfolio.

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