Consultative Selling Skills Training

Consultative selling is an art. It is a pure form of selling which adds value and creates trust between parties.

Consultative Selling is considered an art. It is a pure form of selling which adds value and creates trust between parties. It focuses upon identifying your client’s needs and objectives and then securing agreement.

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    Key learning outcomes

    At the conclusion of the Consultative Selling Skills program, participants will have the skills to:

    • Understand buyer behaviour
    • Identify a client’s needs
    • Involve and engage your client through the selling process
    • Build trust and commitment
    • Create knowledge base (not a database) of your most profitable clients
    • Add value to your client that is not necessarily related to your service or product
    • Develop contingency plans in case your client perceives a service failure
    • Create, Communicate and Deliver Value
    • Position yourself as a unique source of help that can’t be found anywhere else
    • Actively listen – What?

    Course Description

    Consultative Selling focuses upon the client rather than your product or service. It is a process which creates rapport, builds trust and focuses on creating sustainable relationships.

    How would you rate your Consultative Selling skills?

    Ask yourself the following:

    1. I understand my clients business and the market they operate in.
    2. I take time to work with my clients on issues that are not directly related to my business or my service/product.
    3. I listen attentively to my clients and offer solutions that relate to their needs and objectives.
    4. I understand the importance of creating sustainable relationships.
    5. I build trust and commitment by not pushing my service/product.
    6. I understand my role is to provide value through my product/service.
    7. I use verbal and non-verbal communication skills to create ‘buy-in’.
    8. I understand my role as an influencer.
    9. I understand the importance of creating rapport.
    10. I have the skills to uncover my client’s needs through well-established questioning and listening skills.
    11. I can overcome objections and provide alternative solutions where needed.
    12. I focus on following-up with my clients to ensure they are satisfied with the service I have provided.
    13. I am committed to building a referral business that benefits both parties.
    14. I understand the saying ‘sell value not price’.

    Your Consultative Selling Skills program is custom designed to teach participants how to position themselves as a valuable resource to their clients. The program will illustrate the importance of clearly defining a client’s needs and objectives and developing sustainable relationships. The program will provide practical techniques to improve the selling skills of your people. Participants will learn that Consultative Selling can assist them to deliver value to their clients through effective questioning techniques. This in turn sets the scene for mutually beneficial relationships and allows clients to communicate their needs.

    Would you like to attend this program?

    • For maximum effectiveness, this program is best conducted as an in-house program.
    • Ideal group size: 4 – 12 participants.
    • Venue: For your convenience, you can choose to conduct this program at your business premises. Alternatively, we can provide a training venue at a small additional cost.
    • Duration: This program can be adapted to meet your requirements.
    • Cost: Price on request.
    • Target Audience: Employees, Supervisors, Team Leaders, Senior Managers or CEO’s.

    If you would like more information on this training program, please contact:
    Deborah Dear
    Ph: 1300 323 752
    Email: or visit our website today.

    Consultative Selling Skills Training 4.3 out of 5 based on 35 user ratings.
    cta course

    Australia-wide training courses and workshops

    At Preferred Training Networks, we provide both in-person and online training programs for a wide range of organisations across Australia. Our Consultative Selling Skills Training is run by experienced, qualified experts and tailored to the needs of your business and your employees. Our leadership and management education courses are designed to help your team thrive and develop valuable skills that can transform your workplace.

    With programs available in Sydney, Canberra, Melbourne, Perth, Adelaide, Brisbane and other areas of Australia, we’re able to help businesses across the country create lasting behavioural change and provide them with the tools they need to reach new heights. If you think your business would benefit from Consultative Selling Skills Training and the help of our professional coaching network, take the first step and contact our team today. Wherever you are in Australia, our coaching program can either come to your organisation or we organise a venue for your convenience. Find out what our training, workshops and skills courses can do for your business and reap the benefits for years to come.

    Get your free online quote right now or give us a call on 1300 323 752 to find out more about Preferred Training Networks and discuss your requirements with us.

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