Consultative Selling Skills Training course

Overview

Our Consultative Selling Skills course remains our best selling course across every industry we serve.  With over 500 attendees worldwide since its inception, this course has been revised and updated to include content on how to sell remotely.  

Whether it’s generating new leads or closing deals, remote selling is more important than ever and fits perfectly with the Consultative Selling methodology.

consultative selling skills training course

The Power of Consultative Selling: Why It's Essential in Today's Market

In today’s dynamic and competitive business landscape, the old adage “Always Be Closing” is just not appropriate. Customers are savvy, well-informed, and have high expectations. To truly excel in sales, you need a fresh, customer-centric approach that builds trust, solves problems, and fosters long-term relationships. This is where the power of consultative selling comes into play.

Consultative selling is a philosophy that transforms the sales process from a transactional exchange into a collaborative, value-driven partnership. It’s about listening, understanding, and tailoring solutions to meet the unique needs of each customer.

Why Consultative Selling is Essential:

  • Builds Stronger Relationships: By focusing on the customer’s pain points and goals, you create a deeper connection that goes beyond a single sale. This leads to repeat business, referrals, and increased loyalty.

  • Increases Sales Effectiveness: When you truly understand your customer’s needs, you can present solutions that are relevant and valuable, dramatically improving your chances of closing the deal.

  • Differentiates You from the Competition: In a crowded marketplace, consultative selling sets you apart as a trusted advisor, not just another salesperson pushing products.

  • Adapts to the Modern Buyer: Today’s buyers are more empowered than ever. They expect personalized, informative, and low-pressure interactions. Consultative selling aligns perfectly with these expectations.

  • Drives Long-Term Value: By focusing on building relationships and delivering exceptional customer experiences, consultative selling creates a foundation for sustainable growth and success.

The Bottom Line:

Consultative selling isn’t just a trend – it’s the future of sales. By adopting this powerful approach, your sales team can unlock new levels of success, exceed customer expectations, and thrive in today’s ever-evolving market.

Core Consultative Selling Skills: Mastering the Fundamentals

In the realm of consultative selling, success hinges on a set of core skills that empower sales professionals to forge meaningful connections and drive results. Mastering these fundamentals is key to unlocking the full potential of a genuine customer-centric approach.

  1. Active Listening: At the heart of consultative selling lies the art of active listening. It’s not merely hearing the words spoken by a prospect; it’s about truly understanding their needs, pain points, and aspirations. By demonstrating genuine interest and empathy, you establish a rapport that fosters trust and opens the door for a deeper conversation.

  2. Powerful Questioning: Asking the right questions is a transformative tool in consultative selling. By crafting thoughtful, open-ended inquiries, you guide prospects toward uncovering their underlying needs and challenges. This process of self-discovery enables you to tailor solutions that resonate and deliver genuine value.

  3. Effective Communication: Clear and concise communication is essential for building rapport and conveying complex ideas. By articulating the benefits of your solutions in a way that aligns with your prospect’s needs, you empower them to make informed decisions that lead to mutually beneficial outcomes.

  4. Problem-Solving Expertise: Consultative selling is about more than just selling products or services; it’s about solving problems. By positioning yourself as a trusted advisor and offering insightful solutions, you demonstrate your commitment to helping prospects achieve their goals.

  5. Adaptability: Every prospect is unique, and their needs evolve over time. Being adaptable allows you to adjust your approach on the fly, ensuring that your interactions remain relevant and engaging. This flexibility is crucial for navigating unexpected challenges and maximizing your impact.

By honing these core consultative selling skills, you elevate your sales teams approach from a transactional exchange to a collaborative partnership. Your sales team become trusted advisors who empower prospects to make informed decisions, driving both customer satisfaction and long-term business success. Consultative selling is not just a sales technique; it’s a mindset that prioritizes empathy, understanding, and problem-solving.

From Needs Assessment to Closing: A Step-by-Step Guide to the Consultative Sales Process

Consultative selling has become the cornerstone of successful b2b sales. Rather than focusing solely on transactions, consultative selling prioritizes building long-term relationships with clients and a truly customer centric approach.  The key principles and steps involved in Consultative Selling are:

Core Principles of Consultative Selling

  1. Shift from Transactional to Relationship-Oriented Selling

    • Building Trust and Transparency:
      • Share relevant case studies or success stories to illustrate how tailored solutions positively impacted other clients.
      • Emphasize the importance of credibility and reliability in maintaining long-lasting relationships.
    • Prioritizing Long-Term Relationships:
      • Highlight the difference between consultative selling and transactional selling.
      • Explain how continuous improvement and personalized attention lead to more deals over time.
  2. Focus on Understanding Customer Needs

    • Active Listening:
      • Teach sales executives active listening skills during virtual sessions.
      • Provide practical methods for dealing with objections while maintaining empathy.
    • Uncovering Unique Challenges and Goals:
      • Encourage sellers to ask the right questions to fully understand client needs.
      • Explore how tailored solutions align with individual desires and business objectives.

The Consultative Sales Approach

  1. Research

    • Utilize Lead Intelligence:
      • Train entrepreneurs and sales professionals to gather relevant information about potential clients.
      • Explore online tools and databases to gain insights into client history and preferences.
    • Understanding Company Size, Behavior, and Preferences:
      • Illustrate how knowing these factors allows sellers to tailor their approach effectively.
  2. Ask Questions and Listen Actively

    • Engaging Prospects:
      • Teach questioning skills that encourage open conversations and position your competitive advantage.
      • Emphasize the value of asking the right questions to uncover hidden needs.
    • Exploring Pain Points and Desires:
      • Provide examples of how active listening helps identify underlying motivations.
      • Show how empathetic questioning leads to better solutions.
  3. Diagnose Prospect Issues and Determine Solutions

    • Tailor Solutions:
      • Explore case studies where tailored solutions led to positive outcomes.
      • Discuss how consultative selling courses equip learners with the tools to create value for clients.
  4. Educate Prospects on Solutions

    • Co-create Value:
      • Explain and  enhance the buyer’s understanding of the value in your competitive advantages.
      • Use real-world examples to illustrate the impact of tailored solutions.
    • Highlight Product Features and Benefits:
      • Teach sales professionals to communicate the value proposition effectively.
  5. Qualify Prospects

    • Recognize Buying Signals:
      • Explore methods for identifying when prospects are ready to commit.
      • Discuss the importance of aligning solutions with client requirements.
    • Assess Alignment with Solutions:
      • Provide scenarios where sellers successfully closed deals by understanding client needs.
  6. Close the Conversation

    • Commitment and Next Steps:
      • Teach sales executives how to establish commitment and set clear expectations.
      • Explore techniques for handling objections confidently.

By mastering consultative selling, sales professionals can transform their approach from transactional to relationship-focused. It’s not just about making a sale—it’s about creating value, building trust, and achieving long-term success for both clients and businesses.

Choosing the Right Consultative Selling Skills Training Course: What to Look For

Consultative selling is about shedding the transactional sales approach and embracing the role of a trusted advisor. It’s customer-centric, focusing on identifying client challenges, building genuine partnerships, and positioning yourself as a subject matter expert 1.

Key Considerations for Selecting the Right Course

  1. Identify Key Sales Goals & Customer Pain Points

    • Align the consultative selling training with your business objectives.
    • Address specific buyer challenges relevant to your industry or niche.
  2. Build a Data-Driven Curriculum

    • Leverage existing sales metrics and data.
    • Tailor content and delivery methods based on real-world insights.
  3. Develop Engaging Learning Experiences

    • Ensure the consultative selling course provides practical, actionable skills.
    • Engage participants through interactive sessions and case studies.
  4. Learning Objectives:
      • Define clear goals for the consultative selling training.
      • Ensure participants acquire practical skills.

Benefits of Attending a Consultative Selling Skills Course

  • Enhanced Skills: Learn effective questioning techniques, new sales skills, and how to engage clients.
  • Confidence: Gain confidence in handling objections and presenting solutions.
  • Business Impact: Apply consultative selling to drive revenue and build strong client relationships.

Course Agenda (Typical Topics Covered)

  • Consultative Selling Approach:
    • Understand the mindset shift from transactional to consultative selling.
    • Position yourself as a trusted advisor.
  • Questioning Skills:
    • Master the art of asking questions to uncover client needs.
  • Handling Objections:
    • Learn techniques to handle objections confidently and move forward in the sales cycle..
  • Creating Value:
    • Emphasize value over price.
    • Showcase benefits and tailor solutions.
  • Building Trust:
    • Understand how trust impacts long-term client relationships.

Course Delivery Options

  • In-Person Workshops: Interactive sessions with expert trainers.
  • Virtual Training: Remote learning, especially relevant in today’s business landscape.
  • Customized Solutions: Tailored to your organization’s specific needs.

Post-Course Support

  • Look for a consultative selling course that offers ongoing support, resources, and reinforcement to your sales team after the training.

This course is ideal for any customer facing sales professionals, sales team and sales management professionals, who need a solid grounding in the Consultative sales methodology.  Previous attendees have included:

  • Engineers
  • Technicians
  • Consultants
  • Pre-sales professionals
  • SDRs
  • Account Executives
  • Business Development Professionals
  • Key Account Managers
  • Sales Managers/Directors
  • VP of Sales
  • Business Owners/CEO’s

You can view a case study and discover the real world benefits of using a consultative selling approach here: Sales Training Case Studies

People often hate being sold to, but equally, they love to buy.  This consultative selling course helps sales professionals facilitate the right conditions for people to buy, without actually selling to them.  We help and show participants, how to get buyers to understand for themselves the reasons they should buy, rather than our reasons, which may or may not, be relevant to them.

Whilst many traditional consultative selling courses use manipulation, we focus on ethical selling.  Rather than win at all costs, we prefer to look at the bigger picture and build relationships as a trusted partner.

We provide a framework and a methodology that participants can use from marketing, to lead generation, to closing deals and growing accounts.  The framework will compliment any existing sales models you have, and integrate with your standard operating systems and processes such as your CRM system. In addition we provide:

  • More confidence and self-belief
  • A non-salesy way for introverts to sell
  • A proven system to follow
  • Strategies, techniques and skills
  • Motivating goal setting strategies with personal action plans

Spend time and learn from the specialists 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. 

You’ll learn why our clients sell more, and have more fun doing it.

Day 1

  • Consultative Selling Introduction: Shed the transactional sales hat and embrace the role of trusted advisor. Discover customer centric selling, equipping your team with the mindset and skills to identify client challenges, build genuine partnerships, and position themselves as Subject Matter Experts.
  • Building Trusted Relationships: Forge bonds that fuel success. This module equips you with the interpersonal skills and strategic frameworks to cultivate genuine, long-term relationships with key decision-makers. Learn to build trust through active listening, insightful questioning, and demonstrating unwavering commitment to their success.
  • Perfecting your Value Proposition: Go beyond features and benefits. This module delves into the art of crafting compelling value propositions that resonate with client needs and aspirations. Learn to quantify your solution’s impact, articulate tangible outcomes, and position your offering as a must have.

  • Questioning Techniques: Master the art of asking powerful, open-ended questions that spark meaningful conversations and reveal critical purchase drivers. Build trust and rapport via active listening, understanding client challenges, and demonstrating genuine empathy. Guide the conversation whilst steering it towards your value proposition and positioning your solution as the perfect fit.

Day 2

  • Objection Handling Techniques: Anticipate and handle objections before they arise, preventing friction and maintaining momentum. Develop robust rebuttal techniques that reframe concerns, highlight the value proposition, and leave clients confident in your solution. Hone your negotiation skills to secure win-win agreements that satisfy both your clients and your bottom line.
  • Crafting Your Compelling Sales Narrative: Move beyond features and benefits, delve into the transformative impact of your solution. This module empowers your team to develop compelling narratives that illuminate customer challenges, showcase your solution’s transformative potential, and paint a vivid picture of a desired future state

  • Negotiation, Klozing & Customer Success: Secure win-win agreements and forge lasting relationships. Master the art of effective negotiation, crafting strategies that address client concerns, maximize value for both parties, and ensure a seamless transition towards ongoing success.

  • Action Planning: Sales Training is great, however, it’s vital we put into practice what we learn.  Participants create their own personalised action plans based on what they believe will have the biggest impact on the next 90 days.  

Prospects buy for their reasons not ours, and even if our reasons are aligned with theirs, it is always much more powerful to have the prospect crystalize their own thoughts.  The Consultative selling methodology helps salespeople create the right conditions for the sale, by provoking and motivating the buyer with questions. 

From the outset, our mindset must be to look for and define a gap between where the prospect is now, and where they want/need to be after the successful adoption of your product/service.  No gap means no sale.

Defining the symptoms means as prospects invariably are not subject matter experts on your product/service, they can often misdiagnose their problems.  When the prospect misdiagnoses the problem they invariably then misdiagnose the solution.  Symptoms are what the prospect is experiencing at a surface level and often never the real problem.

By using specialised questioning techniques and active listening, we can help prospects uncover the underlying problems behind the business pain they are experiencing and where necessary, gently challenge their assumptions in a way that maintains rapport. 

By using a question based approach, we prevent sales reps from delivering canned sales pitches of your product or service that makes them look and sound like a traditional sales person.

A consultative approach can be used throughout the sales process, from discovering customer’s needs and the value they seek, through to closing a sale.

This course can be delivered:

    1. On site as a two day sales workshop,  minimum 5 people.  Additional travel & Accommodation charges apply.
    2. Remotely online via 8 x live 90 minute workshops. Dates and times confirmed on booking.

During the training period each participant has access to a dedicated coach via telephone, email and live chat. 

Attendees leave our sales 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 Coaching Platform built inside MS Teams 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

What level of sales experience do the consultative selling programmes require?

This course uses a genuinely different approach to consultative selling.  Because of this we have successfully delivered this course to graduates who are new to sales, and experienced sales professionals who are looking to both refresh and top up their sales skills.

Does the training work with other selling systems and methodologies?

Yes. If you have already trained your salespeople, our training and coaching works alongside any of the major selling systems, such as Miller Heiman, Richardson, SPIN or Solution Selling.

Will the training cover the sales topics that are important to me?

Yes – all our training and coaching includes an initial needs analysis where you can specify any areas that are important to you.

What industries does the training cover?

Our sales training and coaching is specific to Business to Business selling, not to any specific vertical. We do however have lots of experience in IT, Pharma, Technology, SaaS, Professional Services, Digital Media, Construction, Engineering, Oil & Gas, Banking, Software and Financial Services.

Should the recommended course modules not fit your requirements they can be swapped for other modules we provide.

Furthermore, if time and  budget permits we can tailor the material in advance of the training in order that the context and relevance meets the needs of your organisation.

 Please use the “Book a call” function below to speak to one of our coaches.

As every business and it’s people are unique, it’s not unusual for people to still have questions.  You can book a no obligation call with one of our coaches who can answer any questions you have.

BOOK A FREE CONSULTATION CALL

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 Philipson – Business Development Director
I have been working with Klozers for preparing a sales presentation for Suma Rührtechnik, a manufacturing company in Germany. I was working together with Iain, a very professional and helpful person. He helped me in understanding what customers want, how to sell our products successful and how to understand, analyse and serve the target market. Thanks to Iain, my presentation had been truly a success and I gained confidence in selling and promoting our products. I would work with him again anytime!
Lena Thurwachter – Marketing & Strategic Development

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Consultative Selling Skills Training Course

Best Selling Course

Original price was: £892Current price is: £792

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