Consultative Sales Training

Consultative Sales Training

Consultative selling is the art of asking intelligent, well thought out questions in the hope of learning what the true requirements are in any given organization.  The goal of the consultative salesperson is to identify if their proposed product or service is the right fit for a potential customer.

The PD Training Consultative Selling course is part of our newly redeveloped Signature Series courseware and has been designed to engage with participants and present key skills and concepts in a tailored learning experience.  Participants will learn key skills like what is consultative selling,  how to identify potential clients, different types of personality types and how to best engage with them, discovery and presenting solutions, overcoming objections and cognitive reframing and persuasion techniques.

Your Learning Outcomes

After completing this course, participants will have learned to:

  • Understand What Consultative Selling Is
  • Targeting Agile Organisations
  • Targeting Mobilizers
  • The Blue Ocean Strategy
  • Personality Types
  • Building Rapport
  • Questioning Techniques
  • Proposal Presentation
  • Overcoming Objections
  • Three Levels of Insightful Behaviours
  • Connect, Convince, Collaborate
  • Cognitive Reframing
  • Persuasion Techniques
Duration: 1.0 day course Live Online Experts


Consultative Sales Training Reviews:

"The training was paced to the abilities of the participants, and responded to our needs."

Department of Education & Communities

Download Course Outline (PDF)

This course looks at consultative selling through the lens of the changes that are shaping how businesses are engaging in B2B sales in a tech-driven and information-rich world. There is definitely a place for consultative sales – what has changed though is how salespeople should approach their craft to ensure that they continue to differentiate themselves from the pack. The key difference the course will explore is insight selling – an extension of the traditional consultative sales model. We have assumed that those people attending this course are no strangers to sales – we will revisit the sales process, and we will do this from the perspective of insight selling.


Course Outline for Consultative Sales Training

Topic 1
The Changing World of Sales
  • Welcome
  • Expectations
  • The Sales Landscape is Shifting
  • The Emergence of Insight Selling
  • Reflection
Topic 2
Insight Selling
  • Target Agile Organisations
  • Target Mobilisers
  • Teach for Differentiation
  • Selling in the Blue Ocean
  • Reflection
Topic 3
Harnessing Your Sales Strengths
  • Your Sales Profile
  • Selling to Different Personality Styles
  • Reflection
Topic 4
The Consultative Sales Cycle
  • The Sales Cycle
  • Building Rapport
  • Discovering Needs
  • Presenting Solutions
  • Overcoming Objections
  • Closing the Sale
  • Reflection
Topic 5
Insight Selling Behaviours
  • Three levels of insight behaviours
  • Connect
  • Convince
  • Collaborate
  • Reflection
Topic 6
Additional Skills for Insightful Consultative Selling
  • Cognitive Reframing
  • Persuasive Tactics
  • Reflection

We’ll focus on what matters most to you and tailor to your context

Face-to-Face, Live Online, or Hybrid Class Tailored to Your Needs

When you want a tailored learning experience targeting exactly what you want without bringing everyone physically together, the best choice is a Live Online Class run by PDT.

We tailor the content and activities to be specific to your current needs and the needs of the people and run the course in our usual activity-based workshop style training, however, the participants can all be offsite, or some can be in the room with others offsite.

Unless you have a preferred tools we use 'Zoom for Education' that includes enhanced collaboration features such as One-click content sharing, real-time co-annotation (people can work together in activity files), and digital whiteboarding, we also include things like live polls and group chats so you virtually have the same collaborative learning experience of attending a course in a room with other people.

live online & hybrid

We have delivered these 100's (if not 1000's) of times, and get great outcomes. We achieve great outcomes because we keep our learner centric approach - just because it’s delivered through a screen to some or all participants doesn’t mean it needs to be less tailored or less personalised.

You still have an expert trainer who talks to you prior to the session and tailors the delivery to use your terminology, ensure activities are relevant and directly applicable and ensures an engaging learning experience that provide people with skills and techniques they can apply the very next day.

A hybrid class is with some people connecting online, and some people physically together in the same room.

Live Online Participant Feedback:

90% Overall Trainer Rating

88% Delivery was Adapted to me Personally

75% I Would Recommend this Course to Someone Else

Face to Face Options With Everyone in the same room

1-hour Motivator
one hour motivator
3-hour Power Sessions
3 hour power session
Full-day training
full day training
At your workplace At your workplace
In our Training Rooms In our Training Rooms
 In our Online Training  Room - the HIVE In our Online Training Room

We’ll make things easier so you can focus on adding more value

PDT Training Management Centre Logo

We provide the Training Management Centre which is an information hub before, during and after training.
(Let us know if there’s parts you don’t want to use)

Invites people to training

(So you don’t have to)

Invite People icon

Generates Sign in Sheet

(So you don’t have to)

Generate Sign In Sheet Icon

Generates Branded Flyer

If you want to ‘promote’ internally

Generate Branded Flyer Example

PDF’s of Certificates

(can be co-branded with your logo)

Completion Certificate Included

Collects and Reports feedback

(So you don’t have to)

Feedback Report Example

Complete Results Dashboard

(including trainer insights)

Results Dashboard Example

What are people going to do differently?

At the completion of training participants are encouraged to create an action plan, and invite an accountability buddy via their Orgmenta App.

In your Training Management Centre you have transparency to the action plans so you can see what people are going to do differently.

My Action Plan
Participants encouraged to create

Want to get clear on impacts and measure success? Our system and expert consultants support you.

Our systems and people make it easy to identify how you’ll be able to measure impacts,
and then report on the success in the weeks or months after training.

Measure metrics your way

Do you already have a training management system and wish they were automatically up to date?

Training APIs

It’s surprisingly easy to make it so that your system can automatically be up to date with all the training record details you need.

More than just a training provider - we are your Learning and Development Partner, we look forward to working with you, talk to one of our friendly expert consultants today.

Outstanding learning that people can do in the flow of work

  • Fresh targeted video-based microlearning content with interactive lessons and quizzes included.
  • Rigourous review process
  • Only $11.00 per course per person per year.
  • Or get the $110.00 bundle and save.
Bite Size learning that people love
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