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  • Sales Skills

    Sales training designed to help you distinguish yourself from the competition, show up with confidence, build credibility, and develop influence.

Consultative Selling Skills

Consultative Selling Skills is a highly interactive program that helps you achieve breakthrough results by becoming a trusted partner to clients and prospects.

Course Format:


Designed For:

Sales ManagersSales Professionals

Learning Outcomes

At the conclusion of the course the participants will be able to:

  • Understand the connections and similarities between problem solving and selling in order to transform the sales call into a problem-solving opportunity.
  • Determine both the obvious and not so obvious needs of their clients.
  • Use state of the art skills to determine needs such as drawing out, questioning, listening, interpreting, understanding non-verbals and paraphrasing.
  • Present ideas in addition to products as answers to client needs
  • Resolve client objections in a straight forward, client centred and problem-solving oriented way.
  • Apply facilitation techniques in selling situations.
  • Plan and follow-up their sales call in a professional manner.

Course Description

Consultative Selling Skills (CSS) is a highly interactive and experiential program. The skills addressed fall into five areas:

  • Interpersonal
  • Communication
  • Presentation
  • Problem solving, and
  • Facilitation.

Learning methodologies include mini-lecture, group discussions, skill drills, practice exercises, written exercises and videotaped role play simulations. Videotape is used extensively in our training through simulated selling situations as a way for participants to practice the skills learned. “Sales calls” are conducted in role-play situations that are developed specifically for each client. The cases are all customised to reflect realistic situations.

Program Outcomes

Participants will learn how to:

  • Build Stronger Client Relationships: By listening from a point of empathy and stepping into the shoes of others.
  • Have an understanding of Problem Solving.
  • Be Introduced to Consultative Selling.
  • Position the Meeting.
  • Analyse the Situation.
  • Listen for Client Needs.
  • Confirm Needs.
  • Offer Recommendations.
  • Resolve Issues.
  • Reach Closure.