Consultative Selling: 7 Steps to Success

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Consultative Selling: 7 Steps to Success

Course date12 - 16 Oct 2026VenueFrankfurtCPD hours20Duration5 DaysFee£4,300

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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.

Course Objectives

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.
Recognise 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

Who Should Attend?

Sales Executives
Sales Supervisors
Sales Managers
Account Managers
Business Development Professionals
Customer Relationship Managers
Anyone responsible for client acquisition and retention

Day by day

Course Outline

What is consultative selling?
How is it different from traditional selling?
Why consultative selling is essential in today's competitive market
The Role of the Trusted Advisor in the Sales process
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
Understand the customer's industry, challenges, and goals
Gather insights that will help tailor your sales approach

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Date & venue

12 - 16 Oct 2026Frankfurt

1 more date & venue available →

Price£4,300

Places available

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Corporate buyer? You can request to pay by invoice at checkout.

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Dates, Venues & Prices

12 - 16Oct 2026

Frankfurt5 Days

£4,300

30 Nov- 04 Dec 2026

London5 Days

£4,300

3for2

Training a team?

Book this course

Date & venue

12 - 16 Oct 2026Frankfurt

1 more date & venue available →

Price£4,300

Places available

Covered by the LTFE Guarantee — 100% satisfaction

Corporate buyer? You can request to pay by invoice at checkout.

Need help deciding?

WhatsApp John

Not sure it's the right course? Ask John.Leave a message

Our Sales and Marketing training advisor — replies within an hour during working hours.

WhatsApp John

john@londontfe.com

+447572888372

Run this course for your team

We deliver this course in-house, tailored to your organisation — at your offices or a venue of your choice, anywhere in the world.

2013delivering training since

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What our delegates say

Thank you for the opportunity for having attended Advanced Skills of the Bid and Tender Management Process from London Training for Excellence. It was a good experience as I find myself with added knowledge so as to contribute I a more quality manner to my com…

Peter W

The course is very adaptable to everyday work and contributes to developing CSR framework in our own organisation. Very practical and useful.

Ove H

The training provided by LondonTFE are very inspirational and thought provoking. The outlines are comprehensive and the method of teaching is mostly practice-oriented. The LondonTFE staff always been able to balance the composition of participants, which contr…

Bilal M.

Frequently Asked Questions

Can I pay by invoice or purchase order?−

Yes — choose “By Invoice” at checkout and we’ll invoice your company. You can also pay instantly by card, Apple Pay, Google Pay or PayPal, with confirmation the moment payment completes.

What’s included in the course fee?+

Expert-led tuition for the full course, all course materials, and your CPD certificate. The fee shown is per delegate; UK VAT is added for UK-billed bookings.

Will I receive a certificate?+

Yes — every course is CPD-accredited and this course carries 20 CPD hours, which you can put towards your professional portfolio.

Can I transfer to a different date if my plans change?+

Contact our team and we’ll do our best to move your booking to another scheduled date, subject to availability. We never cancel a confirmed booking.

Do you offer group discounts?+

Yes — register 3 delegates on the same course and pay for 2 with our 3-for-2 offer. For larger groups or private delivery, ask us for a group quote.

Can this course run in-house for my organisation?+

Yes — we deliver tailored in-house versions of this course worldwide, at your offices or a venue of your choice. Get in touch for a proposal.

How often do you update your course content?+

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.

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