Consultative Sales Training


In consultative selling, the aim is to become a valued partner. When interacting with a client, you spend most of your time listening. You ask questions to understand their needs and business problems. And you structure your responses around how your products and services can meet their needs and solve their problems.

On this course, participants will learn practical strategies and techniques for building trust and understanding, and asking the right questions to uncover the client’s needs. By adopting The Six Why’s Model, you will learn how to connect better with clients, overcome objections, and close the sale confidently and effectively.

Learning Outcomes

After completing this course, you will be able to:

  • Identify the steps that a client goes through when making a purchase decision.

  • Learn how to gain the buyer’s confidence and transition to the role of trusted partner.

  • Learn how to ask insightful questions to uncover the client’s business problem and dominant buying motives.

  • Learn how to communicate the benefits of your solution in the context of the buyer’s situation.

  • Recognise when it is time to close and how to ask for the sale.

  • Learn the importance of staying in touch after the sale to further grow and cultivate the client relationship.

Course Outline

Module 1

What is Consultative Selling?

Module 2

The 7-Stage Sales Process

Module 3

Communication Skills

Module 4

Professional Sales Skills