Consultative Sales Training

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 organization.  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.

Learning Outcomes
Course Outline
In-House
Training
  • Learning Outcomes - Consultative Sales Training

    After completing this course, participants will have learned to:

    • Understand What Consultative Selling Is
    • Targeting Agile Organisations
    • Targeting Mobilisers
    • The Blue Ocean Strategy
    • Personality Types
    • Building Rapport
    • Questioning Techniques
    • Proposal Presentation
    • Overcoming Objections
    • Three Levels of Insightful Behaviours
    • Connect, Convince, Collaborate
    • Cognitive Reframing
    • Persuasion Techniques
    Duration: 1 day course

    The best adult learning experience

    The best adult learning experience

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    PD Training is dedicated to immersive and inspirational learning experiences for busy adults. We believe courseware should keep pace with changes in workplaces and technology.

    So we have written our very own Signature Series that incorporates best practice in modern learner engagement, and continually improves based on trainer feedback, participant feedback and innovations in best practice.

    Welcome to the best adult learning experience in the industry, we look forward to your feedback and suggestions.

    PD Training customer feedback infographic with average of 9 out of 10



    Reviews

    Consultative Sales Training Reviews:

    "The training was paced to the abilities of the participants, and responded to our needs."

    Department of Education & Communities




  • Course Outline - Consultative Sales Training

    Download Consultative Sales Training Outline

    Foreword:

    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
    • Welcome
    • Expectations
    • The Sales Landscape is Shifting
    • The Emergence of Insight Selling
    • Reflection
    Consultative Sales Training - Lesson 2
    Insight Selling
    • Target Agile Organisations
    • Target Mobilisers
    • Teach for Differentiation
    • Selling in the Blue Ocean
    • Reflection
    Consultative Sales Training - Lesson 3
    Harnessing Your Sales Strengths
    • Your Sales Profile
    • Selling to Different Personality Styles
    • Reflection
    Consultative Sales Training - Lesson 4
    The Consultative Sales Cycle
    • The Sales Cycle
    • Building Rapport
    • Discovering Needs
    • Presenting Solutions
    • Overcoming Objections
    • Closing the Sale
    • Reflection
    Consultative Sales Training - Lesson 5
    Insight Selling Behaviours
    • Three levels of insight behaviours
    • Connect
    • Convince
    • Collaborate
    • Reflection
    Consultative Sales Training - Lesson 6
    Additional Skills for Insightful Consultative Selling
    • Cognitive Reframing
    • Persuasive Tactics
    • Reflection

  • In-House Training

    Clients and testimonials

    In-House training benefits:

    • Flexible length - sessions as short as 1-hour
    • Cost effective - great group pricing
    • Greatest impact in the shortest time
    • Excellent Team Building Opportunity
    • Certificate of Completion (always available in the App)
    • Comprehensive courseware as books (& available in the App)

    Delivery Options for In-house training
    1-hour Motivator
    one hour motivator
    3-hour Power Sessions
    3 hour power session
    Full-day training
    full day training
    Conferences
    Conferences

    Choose the Training Location


    You can expect:

    Activities and discussion

    To Be Engaged All Day

    Activities and discussion for engaged learning all day.

    Real world trainer

    An outstanding trainer

    On average PDT trainers have 15 years industry experience 7 years training experience.

    Tailored training

    Focussed on you

    We always tailor activities and scenarios to be relevant to you.

    Refresher course

    Refresher Course $0

    In-House and Public Class participants are welcome to join a public class in the same topic for 12 months.

    Price coaching

    1/2 Price Coaching

    We all know the importance of reinforcement, so we'll come back within 90 days of the original course 1/2 price.

    Confidence of booking

    Acclaimed Provider

    The confidence of booking with an acclaimed multi national training company.

    eLearning and video

    Multi-modal Reinforcement

    Support, reinforcement & extension eLearning and videos in the App.

    Orgmenta app
Not exactly what you needed? Try other courses in the Sales Training Courses Category

 
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