Consultative selling is the art of asking intelligent, well thought out questions in the hope of learning what the true requirements are in any given organisation. The goal of the consultative salesperson is to identify if their proposed product or service is the right fit for a potential customer.
The PD Training Consultative Selling course is part of our newly redeveloped Signature Series courseware and has been designed to engage with participants and present key skills and concepts in a tailored learning experience.
Participants will learn key skills like what is consultative selling, how to identify potential clients, different types of personality types and how to best engage with them, discovery and presenting solutions, overcoming objections and cognitive reframing and persuasion techniques.
|Course name||Length||Outline||Next class|
|Sales Training||1.0 day course||November 3|
|Retail Sales Training||1.0 day course||January 27|
|Writing Winning Proposals Training||1.0 day course|
|Sales Training for Call Centres Training||1.0 day course|
|Overcoming Objections Sales Training||1.0 day course|
|Reading Body Language Sales Training||1.0 day course|
|Call Centre Training: Sales and Customer Service Training for Call Centres||3.0 day course|
|Pitch Proposal and Presentation Sales Training||1.0 day course|
|Effective Sales Prospecting Training||1.0 day course||November 2|
|Influence and Persuasion at Work Training||0.5 day course||November 11|
|Consultative Sales Training||1.0 day course|
After completing this course, participants will have learned to:
"The training was paced to the abilities of the participants, and responded to our needs."
Department of Education & Communities
This course looks at consultative selling through the lens of the changes that are shaping how businesses are engaging in B2B sales in a tech-driven and information-rich world. There is definitely a place for consultative sales – what has changed though is how salespeople should approach their craft to ensure that they continue to differentiate themselves from the pack. The key difference the course will explore is insight selling – an extension of the traditional consultative sales model. We have assumed that those people attending this course are no strangers to sales – we will revisit the sales process, and we will do this from the perspective of insight selling.
Consultative Sales Training - Lesson 1
The Changing World of Sales
Consultative Sales Training - Lesson 2
Consultative Sales Training - Lesson 3
Harnessing Your Sales Strengths
Consultative Sales Training - Lesson 4
The Consultative Sales Cycle
Consultative Sales Training - Lesson 5
Insight Selling Behaviours
Consultative Sales Training - Lesson 6
Additional Skills for Insightful Consultative Selling
When you want a tailored learning experience targeting exactly what you want without bringing everyone physically together, the best choice is a Live Online Class run by PDT.
We tailor the content and activities to be specific to your current needs and the needs of the people and run the course in our usual activity-based workshop style training, however, the participants can all be offsite, or some can be in the room with others offsite.
Unless you have a preferred tools we use 'Zoom for Education' that includes enhanced collaboration features such as One-click content sharing, real-time co-annotation (people can work together in activity files), and digital whiteboarding, we also include things like live polls and group chats so you virtually have the same collaborative learning experience of attending a course in a room with other people.
We have delivered these 100's (if not 1000's) of times, and get great outcomes. We achieve great outcomes because we keep our learner centric approach - just because it’s delivered through a screen to some or all participants doesn’t mean it needs to be less tailored or less personalised.
You still have an expert trainer who talks to you prior to the session and tailors the delivery to use your terminology, ensure activities are relevant and directly applicable and ensures an engaging learning experience that provide people with skills and techniques they can apply the very next day.
A hybrid class is with some people dialling in, and some people physically together in the same room.
We provide the Training Management Centre which is an information hub before, during and after training.
(Let us know if there’s parts you don’t want to use)
Invites people to training
(So you don’t have to)
Generates Sign in Sheet
(So you don’t have to)
Generates Branded Flyer
If you want to ‘promote’ internally
PDF’s of Certificates
(can be co-branded with your logo)
Collects and Reports feedback
(So you don’t have to)
Complete Results Dashboard
(including trainer insights)
At the completion of training participants are encouraged to create an action plan, and invite an accountability buddy via their Orgmenta App.
In your Training Management Centre you have transparency to the action plans so you can see what people are going to do differently.
Our systems and people make it easy to identify how you’ll be able to measure impacts,
and then report on the success in the weeks or months after training.
It’s surprisingly easy to make it so that your system can automatically be up to date with all the training record details you need.