Trust is a must

Consultative Selling


  • Introduction to consultative selling: the continuous flow of sales
  • Concentrate on clients’ needs and their businesses
  • The consultative seller as a profit improver
  • Using skills of communication, negotiation and analysis to transform traditional selling into consultative selling
  • Consultative selling: the key stages in the process
  • Preparing the meeting
  • First contact with a potential client: identifying psychological reasons for making a purchase and power maps, as a way of identifying who makes the decisions, who influences them and who might oppose them
  • Using an ROI logic to assess needs
  • How to present a solution
  • ROI-driven reasoning: features and benefits
  • Handling objections
  • Decisions and techniques for closing
  • Action plan


  • Acquire techniques useful for building long-lasting relationships with customers
  • Establish client needs in a professional manner
  • Create an effective consulting presentation to smooth the transformation from “price-driven” vendor into trusted consultant and run a “ROI-Driven Negotiation”
  • Understand the sales process and your rolein producing added value for the client


  • Alternating between lectures and active learning: questionnaires, role play exercises, action plans, self-assessments to create the most suitable selling model
  • Trying out techniques and strategies that can be applied day to day
  • Conclusive personal action plan to help define and keep track of measurable objectives and actions