Consultative Selling Techniques
Professional Development Training Course
Consultative Sales Techniques equips sales professionals with the skills to master relationship-based selling. This program empowers participants to develop strategic, client-focused partnerships that drive organic growth and organizational success. Attendees will gain a comprehensive understanding of the sales lifecycle, refine their consulting techniques, and confidently navigate collaboration with clients and prospects. By becoming trusted advisors, participants will identify needs, uncover opportunities, and address resistance, fostering meaningful relationships and delivering results that align with client goals. Through structured discovery strategies, collaborative feedback meetings, and effective communication styles, participants will enhance sales effectiveness, ensuring a mastery of the art of consultative selling and creating sustained impact.
- Explore the Training Course outline below for a detailed perspective of our proprietary 4x4 design model and how it enhances ROI by offering customization, delivery modality options, embedded engagement features, duration control, and research support. Additionally, our Client-Centric Engagement Models ensure our tailored solutions deliver immediately applicable skills, offer global enterprise scale, and are delivered and/or designed by industry-leading experts who bring integrated Management Consulting & Executive & Leadership Coaching experience to complement the overall engagement. Whether you are embarking on a local or global scale learning journey, HLM has the expertise to guide you with confidence. Explore our Client Project Briefings & Research Articles to gain insights into related solutions or Contact Us to discuss your unique needs.
Delivery Options
This program is delivered on-site in one full day or virtually in two 3.5-hour sessions.
- Each course module below lasts 90 minutes and is part of our extensive modulated content inventory. This modular approach to course design allows for cross-title hybrid solutions and dynamic scalability, enabling you to select the most relevant topics for your needs. You can either choose from this title as it is presented or combine other modules from across the catalog to achieve your specific objectives. The HLM team will collaborate with you to build a robust learning experience. Let's Partner!
Course Modules
Define the Role of the Consultative Salesperson
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Purpose-driven and strategically aligned
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Understand the varying roles in the sales lifecycle
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Grasp the consultative sales lifecycle
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Develop core consulting skills for salespeople
Partnering with Clients and Prospects for Organic Growth
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Exhibit behaviors of an effective consultative salesperson
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Become a trusted advisor
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Understand client/prospect needs
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Establish guidelines for client/prospect collaboration
Understand Your Client/Prospect's Issue or Opportunity
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Set up the discovery strategy
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Gain a clearer picture of needs/opportunities
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Develop conflict management strategies
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Deal with client resistance
Managing the Client/Prospect Engagement Cycle
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Prepare for the feedback meeting and change management process
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Structure the feedback meeting with collaborative themes
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Differentiate between engagement and presentation
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Use communication styles to engage the client/prospect through a shared vision
Who Should Attend
Sales professionals seeking new opportunities in service, production, product sales, or any relationship-based engagement will benefit from attending Consultative Sales Techniques. This program is ideal for those looking to enhance their ability to build trust, uncover client needs, and foster long-term partnerships. Whether selling solutions, managing accounts, or driving new business, participants will refine consultative techniques, improve communication strategies, and navigate complex sales lifecycles with confidence, ultimately becoming trusted advisors who drive sustainable growth and meaningful results.
Join the ranks of leading organizations that have partnered with HLM to drive innovation, improve performance, and achieve sustainable success. Let’s transform together. Your journey to excellence starts here.
