Consultative Selling Skills Course

Table of Contents

1. Introduction

After 10 years in training this course continues to be our best seller.

New and updated for 2020 this is our flagship training course with material specific to helping non selling professionals sell more, and feel good about doing it.

2. Course Price & Duration

£485 per person + VAT

1 Day, 0845 – 1700 with breaks

Back to Table of Contents

3. Training Methodology

Unlike Traditional Training Companies we believe people learn by doing rather than following theory in text books in a classroom.

We use a workshop methodology where we have a blended mix of theory where appropriate, whilst focussing the majority of the time on real life sales challenges.

Attendees are guided through each session and individually undertake real life sales scenarios.

This ensures each attendee remains engaged and learning in a positive and supportive environment.

Each Course Module last no more than 1 hour to ensure attendees can absorb the new strategies and tactics covered.

Consultative Sales Skills
Consultative Sales Skills

Back to Table of Contents

4. Who Should Attend this Sales Course?

This Masterclass is designed for:

*Consultants who want to sell without being “salesy”.

*Non Selling Professionals who need to generate revenue

*Business Developers who need to find and open new accounts

*Account Managers who want to grow their existing client accounts

*Sales People who are simply hungry to sell more

5. Why you Should Attend this Course?

Spend time and learn from the experts who have developed top sales people and see why others rave about our ability to communicate key selling principles in clear, understandable and practical ways. 

Discover why our clients sell more, and have more fun doing it.

Back to Table of Contents

6. Learning Objectives

*Learn the new sales process and how Consultants sell in the modern digital world

*Learn how to build trust quickly and more importantly the negative behaviours that destroy trust.

*Learn the Consultative Sales methodology and how to use it to differentiate yourself.

*Learn advanced questioning techniques that take the buyer through a process of self-discovery on why they should buy from you.

*Learn powerful story telling techniques to position you as a thought leader.

*Learn how to sell Value not Price with over 30 practical steps you can apply to any business.

Learn the proven ways anyone can build a sales pipeline and practical steps on how to apply them.

Learn Action planning techniques to ensure you deliver on your sales goals.

Consultative Selling Skills example
Consultative Selling Skills example

Back to Table of Contents

7. Consultative Selling Skills Training Outline

Module 1. Modern Selling

Discover the new Formula for Sales in a digital world and how you can apply this to your business & career for genuine break through results.

Module 2. Building TRUST

Discover what it really takes to build Trust & Rapport so prospects are comfortable buying from you and learn the most common reasons for TRUST breaking down.

Module 3. Understanding People

Increase your performance by understanding human behaviour, including your the psychology of selling to your clients, and your own strengths and weaknesses,   

Module 4. The Consultative Sales Process

Advanced root cause analysis questioning techniques, the sales process and value based selling.

Module 5. Action Planning

Bring everything together into a one page action sheet with powerful goals to ensure you get the sales results you deserve.

Back to Table of Contents

8. Course Materials

Attendees are provided with full colour workbooks and and have access to course materials and .PPT online after the training.

Back to Table of Contents

9. Post Course Support

Attendees leave our courses energised with new ideas, strategies and tactics but often additional questions can arise where they need a sounding board. We provide post course support through our Sales Enablement Platform where members can ask questions, via chat, mail and conferencing calls.

The platform uses the Microsoft Teams application and can be access via PC, Tablet or Phone and contains FREE Guides, Templates and Tools. Ongoing 1-2-1 coaching is also available at an additional cost.

Consultative Selling Skills CourseSupport
Consultative Selling Skills Course Support

Back to Table of Contents

10. Consultative Selling Skills Course Itinerary

0845 – 0900Introduction
0900 – 1000Module 1 – Modern Selling
1000 – 1015Break
1115 – 1215Module 2 – Building TRUST
1215 – 1230 Break
1230 – 1330Module 3 – Understanding People
1330 – 1415Lunch
1415 – 1515Module 4 – Consultative Sales Process
1515 – 1530Break
1530 – 1630Module 5 – Action Planning
1630 – 1700Wrap Up

Back to Table of Contents

11. Lunch, Refreshments & Access

If you have any special dietary requirements please let us know and we will ensure that we can accommodate you. In addition if you have special access needs please let us know in advance so we can make arrangements with the venue.

Back to Table of Contents

12. Consultative Sales Training Course Delivery Options

12.1 Consultative Selling Skills Course – London

This course is delivered as an Open Course near London Heathrow airport for easy access to Europe, London & the M4 Corridor. Individuals from any organisation can attend and Course prices, dates and availability are available online via our course bookings page.

12.2 Consultative Selling Skills Course – Manchester

This course is delivered as an Open Course near Manchester airport for easy access to Europe, Manchester & The M1 & M62 Corridor. Individuals from any organisation can attend and Course prices, dates and availability are available online via our course bookings page.

12.3 Consultative Selling Skills Course

This course is available for delivery In House for companies who would like the course delivered exclusively to their own team and is available both in the United Kingdom and Internationally. Further information on prices and numbers please check our course bookings page.

Back to Table of Contents

13. Training Evaluation Survey

As part of our Quality control we ask every participant to complete a Training Evaluation Survey after every workshop. The Evaluation focusses on the three main areas of delivery a) Training Content b) Trainer Delivery and c) Learning Environment.

B2B Sales tools - Sales Training Evaluation Form
B2B Sales tools – Sales Training Evaluation Form

Back to Table of Contents

14. Reviews from Previous Course Attendees

“I found the course which I attended that Iain ran to be very informative, insightful and well structured. It covered a huge amount of ground but in very digestible pieces which meant that after two days I felt that I was leaving with a considerably greater understanding of selling psychology and a notebook full of helpful techniques. Would highly recommend his sales training to anyone.”

Michelle MacFadyen – Regional Manager

“I attended a Klozers Sales Training course on Consultative Selling Skills recently and it was definitely the best training I have ever had – in fact, anyone who knows me has heard me raving about it ever since!

Cheryl PhilipsonBusiness Development Director

Iain’s recent Sales Masterclass was an excellent course from which I learned much more than I expected. Iain has an excellent style of delivery, expertly mixing theoretical learning with real world examples in an environment which ensures everybody gains the maximum value from the course.

Allan Paterson – Communications Officer

Back to Table of Contents

15. How to Book this Course

Individual places on Open Courses can be booked online via our course bookings page.

For In House Bookings pricing is available via our course bookings page and please contact us to check availability in your area.

Back to Table of Contents