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Homepage / A consultative approach to business growth

A consultative approach to business growth

Mastering sales conversations

Duration: 2 days


Consultative selling is all about establishing and winning trust with your prospect, whist being able to demonstrate a thorough understanding of their pain points and signpost potential solutions.

This two-day high impact workshop covers:

• Customer buying decision styles
• Researching and preparing
• Assessing styles (Self & prospect)
• Building rapport
• Situation analysis
• Need Identification
• Solution to need

Who Should Attend

This workshop is suitable for all sales related professionals who have at least one years experience in product or service sales and would benefit from adopting a more consultative led sales approach to researching, identify and respond to customers' needs.


By the end of this intense two-day workshop you will have been exposed to consultative and value selling models you can adopt for your future business development. You will understand ‘value’ beyond price and be comfortable articulating this. The workshop will help develop your personal sales structure, how you effectively research and plan and enhance your confidence and communication skills.

Learning Outcomes

• Define consultative selling
• Introduction to consultative selling approaches
• Consultative Versus Traditional approaches
• Questioning & Listening techniques
• Situation, Problem, and Identification of needs
• Recognising areas to add value
• Presenting Insights and perspectives
• Using emotional intelligence
• Why Emotional Intelligence?
• The component parts of EQ
• Mapping personality styles and adapting communication style
• Creative thinking tools
• Presenting with confidence
• Proposal sense check
• Adding value
• Negotiating and closing
• Lessons from CX (Customer Experience)

How to take this course

In-company Training

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