Marketing & Communication

Consultative Selling Skills

Modern buyers expect salespeople to understand their business and help them solve problems. This course teaches consultative selling: preparing with research, building rapport, asking diagnostic questions, uncovering needs and impact, presenting tailored solutions, handling objections and gaining commitment.

5 days Classroom or live online English

Smart Horizon Certified - Global Leadership Consultants

Take the course details with you.

Download the full standard outline: why attend, methodology, objectives, audience, competencies, the daily outline and current plans.

Download course PDF

Why attend

From knowledge to real-world impact.

Product-pushing loses to consultative selling in complex sales. You will learn to sell by helping customers decide well.

Workplace challenges

Professional Problems This Course Is Designed to Solve

The programme explores practical approaches to the following challenges. Results depend on how the learning is applied in your organisation.

Difficulty translating subject knowledge into practical workplace decisions.
Inconsistent approaches to the activities covered in the course outline.
Lack of a structured plan for applying and reviewing new skills.

Course methodology

How you will learn.

Questioning drills, sales call role plays with feedback, case studies and video practice.

Course objectives

What you'll take away.

By the end of this course, participants will be able to:

Prepare for sales conversations with research
Build rapport and credibility quickly
Use diagnostic questioning to uncover needs
Link solutions to customer business impact
Handle objections constructively
Gain commitment and agree next steps

Target audience

Who should attend.

This course is suitable for:

Sales representatives and executives
Account managers
Business development staff
Technical sales engineers
Customer-facing consultants

Target competencies

Capabilities you will build.

Participants will develop competencies in:

Questioning
Active listening
Solution presentation
Objection handling
Closing

Course outline

Your learning journey.

A focused, practical outline with time to explore, apply and reflect.

Day 1Consultative Selling

09:00–10:08How buyers buy today
10:08–11:00Consultative mindset
11:00–11:30Coffee break
11:30–11:45Consultative mindset (continued)
11:45–12:53Call preparation
12:53–14:00Exercise

Day 2Discovery

09:00–10:08Diagnostic questions
10:08–11:00Listening
11:00–11:30Coffee break
11:30–11:45Listening (continued)
11:45–12:53Uncovering impact
12:53–14:00Questioning drills

Day 3Solutions

09:00–10:08Tailoring solutions
10:08–11:00Value statements
11:00–11:30Coffee break
11:30–11:45Value statements (continued)
11:45–12:53Presentations
12:53–14:00Role play

Day 4Objections

09:00–10:08Types of objections
10:08–11:00Handling techniques
11:00–11:30Coffee break
11:30–11:45Handling techniques (continued)
11:45–12:53Price objections
12:53–14:00Practice

Day 5Commitment

09:00–10:08Advancing the sale
10:08–11:00Closing techniques
11:00–11:30Coffee break
11:30–11:45Closing techniques (continued)
11:45–12:53Follow-up
12:53–14:00Final role plays

The timings provided are estimates and may vary depending on the number of participants and the discussions taking place during the sessions. They are indicative only and do not constitute a binding commitment.

Dates & venues

Find a session that works for you.

Confirmed dates accept registration requests. Tentative dates are enquiry only.

Good to know

A few things to know.

How is the course delivered?

Our classroom programmes combine facilitated discussion, case studies, exercises and reflection. The precise format will be confirmed before enrolment.

Can you deliver this programme for our team?

Yes, you can enquire about a tailored programme. Share your goals, group size and preferred dates with our learning team.

Will I receive a certificate?

Participants who complete the programme receive a Smart Horizon UK certificate of attendance. Smart Horizon UK programmes are not externally accredited and do not award a professional qualification, licence or designation. Where a course title or outline refers to a professional certification (for example, AACE International's Certified Cost Professional), the programme supports learning and preparation only; the credential itself is awarded solely by the relevant professional body under its own application and examination requirements.

What should I confirm before booking travel?

Please confirm the session, exact venue, accessibility arrangements, fees and any visa requirements with the team before arranging travel. Tentative dates are not confirmed sessions.

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