Consultative Selling

Differentiate yourself from the competition to win business

Who is it for?

Suitable for individuals within a sales environment that need to use a consultative sales approach to identify and respond to customers' needs.

What will I learn?
  • How a consultative selling style adds value to both the client and the business
  • Methods of consultative selling that will differentiate you from your competition
  • How to blend product knowledge, sales process and people behaviour, to form long-term profitable business relationships

Course Details

  • Location: Portsmouth
  • Duration: 1 Day
  • Member: £309
  • Non-Member: £364

All fees subject to VAT

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Course Overview
  • Identifying the type of sale and adapting your approach accordingly 
  • The Decision Making Unit (DMU)
  • Creating sponsors within the DMU
  • Defining tactics for the DMU approach
  • A four stage sales process; attention, interest, desire, action
  • Understanding the differences between features and benefits
  • Techniques to avoid resistance
  • 4 ways to deal with objections
  • Developing powerful questioning models that challenge, involve, motivate and also help define the needs and personal drivers of the individual 
  • Using question “tags” and “softeners”
  • The four stages of listening

Course Dates
Course commences;

13 December 2017
26 April 2018
1 August 2018

Company Sponsored Option

This course is also available as a company sponsored option which is for your delegates only, this is a flexible solution and can be tailored to reflect your business needs, delivered on a date, time and place to suit you - please contact us.


Group Discounts

Take advantage of these discounts when booking this course;

5% off for 2-3 people
8% off for 4-5 people
12% off for 6 or more people

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