Consultative Selling Skills Course

Consultative Selling is a customer-focused approach to professional sales. Widely used in multi-national organisations, Consultative Selling is adopted by sales professionals who want to increase their closing rate, boost profitablity, and improve long-term customer relationships.

We offer this Consultative Selling Skills Course as a tailored, in-company (in-house) workshop. If you are interested in attending a public course as an individual, we recommend our 2-day Sales Training Course.


  • Benefits
  • Course Content
  • Course Objectives
  • Who Attends?

What are the benefits of implementing Consultative Selling?

  • Increased Sales & Profitability

    Consultative Selling is a solution-based selling process. This means that your pitches are tailored to meet the exact requirements of your customers, resulting in a higher closing ratio.

  • Improved Long-Term Customer Relationships

    This style of selling establishes trust and rapport with your customers, so that you can build thriving business relationships.

  • A Fresh, Effective Approach to your Sales Process

    Consultative selling is a different way to sell. Beginning with effective listening, you create a detailed description of what the customer needs before making your pitch.

  • Higher Quality Sales Calls and Meetings

    Through employing consultative selling methods, you build a stronger sales pipeline, engaging customers who want to speak with you.

What is covered on this Consultative Selling Skills Course?

  • Module 1: Preparing for Success

    Understand the role of professional sales in today's economy
    Define the selling process
    Prepare for the sales call
    Evaluate selling skills and establish meaningful objectives for your training
  • Module 2: Building Rapport

    Understand and apply a proven selling process to create partnerships
    Learn how to make customers eager to talk with you
    Establish immediate credibility to build alignment with customers
    Learn effective networking techniques
  • Module 3: Generating Interest and Identifying Needs

    Generate initial interest
    Uncover and appeal to different customer interests
    Use powerful open questions to get the information you need
    Widen the customer expectation gap to create interest
    Find out the primary buying motive
  • Module 4: Providing Solutions

    Steps to present solutions
    Find out facts and benefits of your product
    Define FABs, USPs, UPBs and AIDA
    Use evidence and make an evidence book
    Present solutions that are persuasive and convincing
  • Module 5: Appealing to Motive and Gaining Commitment

    Evaluate customers to move the sale forward
    Use "Language Movie" to engage the customer's emotions
    6 ways to ask for the sale with confidence
  • Module 6: Resolving Objectives

    Find points of agreement to lower customer resistance
    Learn special processes to resolve objections
    Ask the right questions to uncover hidden objections
  • Module 7: Uncovering Opportunities

    Explore existing accounts
    Prospect for results to fill your sales pipeline
    Create a referral network of champions who bring business to you
  • Module 8: Mastering the Selling Process

    Tie the sales process together
    Build on the successes you have experienced in this programme
    Develop a motivating personal vision to ensure higher levels of sales success

Consultative Selling Skills: Course Objectives

Upon completing this Consultative Selling Skills Course, you will:

  • Understand the definition and concepts of Consultative Selling.
  • Become confident in the 6 Steps of Consultative Selling.
  • Master a Consultative Selling Process to accelerate the sales cycle.
  • Learn the psychological tools and techniques of successful selling.
  • Develop a consistently positive attitude to generate predictable sales results.

Who Attends the Consultative Selling Skills Course?

Our Consultative Selling Skills Course is available for in-company training.

This is a perfect way to deliver a focused skill-set to your team. We can customise the course to fit the processes, goals and challenges specific to your business.


Consultative Selling Skills training will benefit:


  • Business Owners & Directors

  • Account Managers & Executives

  • Sales Consultants

  • Sales Representatives

  • Business Development Personnel

Download full Consultative Selling Brochure

Download brochure

Meet our Team of Trainers

Working with Ireland's leading brands: