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

PDT Training specialise in:

Live Online

Face-to-Face

Hybrid

Plus the workshops are always tailored to your current context

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

Department of Education & Communities

Plus you’ll also receive:

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Money Back
Guarantee

If you’re not happy with the outcomes from
the course we offer a money back guarantee

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REACH
Profiles

For every participant
valued at $199 each

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Sick Day
Safety Net

No one left behind
with our 1/2 price re-run promise

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Development
Dashboard

12-months access to the unique REACH Future Proofing Personal Development Dashboard with personally curated learning to develop agility to adapt to different people tasks and situations.

Learn Consultative Sales Training Now

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

After completing this course, participants will have learned to:

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

4.8/5

from 18 responses
Download PDF Outline Duration: 1.0 Days

Plus you’ll also receive:

shield

Money Back
Guarantee

If you’re not happy with the outcomes from
the course we offer a money back guarantee

profiles

REACH
Profiles

For every participant
valued at $199 each

sick

Sick Day
Safety Net

No one left behind
with our 1/2 price re-run promise

dashboard

Development
Dashboard

12-months access to the unique REACH Future Proofing Personal Development Dashboard with personally curated learning to develop agility to adapt to different people tasks and situations.

Learn Consultative Sales Training Now

We create training that meets your needs.

1-hour Motivator

3-hour Power Sessions

Full Day Training

Conferences & Summits

  • OFFSITE
  • AT YOUR WORKPLACE
  • ONLINE

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

We take care of all of the details, so you don’t have to:

  • Invite people to
    training
  • Sign
    In Sheet
  • Generate Branded
    Course Flyers
  • PDF’S of
    Certificates
  • Collects and
    Reports Feedback
  • Complete Results
    Dashboard

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.

Want to get clear on impacts and measure success? We 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.

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

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.
Talk to our team

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

Asking Questions

The most important foundation for communication and building meaningful relationships is listening, develop your skills with this micro eLearning course.

Bite size learning that people love

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