Objective
Understand the principles and mindset of consultative selling
Identify customer needs, pain points, and decision drivers through effective questioning and listening
Analyze customer problems and recommend value-based solutions
Build trust and long-term relationships with customers
Communicate solutions clearly, focusing on benefits and outcomes
Handle objections and guide customers toward informed decisions
Apply consultative sales techniques in real sales situations to improve conversion and customer satisfaction
Learning Outcome
Develop sales mindset and attitudes that drive commitment to sales target
Understand the roles of a salesperson and the consultative sales approach
Map sales cycle with flexibility to buyers’ process and purchase behaviours
Qualify prospects and existing customers for new business opportunities
Plan for successful sales calls with objectives in mind
Create positive first impression, confidence, and sales conversation
Create the upselling or cross selling opportunity
Articulate compelling product value proposition to buyers’ unique needs
Sharpen active listening and questioning skills for customer discovery, solutions fit, and stronger relationship
Use of voice, vocal, visuals and verbal to control sales dialog and influence closing
Overcome sales objections with closing techniques
Course Content
Module 1: Introduction to Consultative Selling (Theory)
Duration: 2 Hours
Definition and principles of consultative selling
Difference between traditional selling and consultative selling
Benefits for customers and organizations
Role and mindset of a consultative salesperson
Module 2: Understanding Customers and Building Rapport (Theory + Practice)
Duration: 3 Hours
Theory:
Customer behavior and buying psychology
Building trust and long-term relationships
Effective communication and active listening
Practice:
Role-play: first customer meeting
Listening and questioning exercises
Module 3: Needs Analysis and Questioning Techniques (Theory + Practice)
Duration: 3 Hours
Theory:
Identifying customer needs and pain points
Types of questions (open, probing, clarifying)
SPIN and consultative questioning models
Practice:
Case scenarios: customer needs analysis
Group exercises on questioning techniques
Module 4: Presenting Solutions and Value Propositions (Theory + Practice)
Duration: 3 Hours
Theory:
Translating needs into solutions
Value-based selling and benefits presentation
Customizing solutions for different customers
Practice:
Role-play: solution presentation
Group feedback and improvement discussion
Module 5: Handling Objections and Negotiation (Theory + Practice)
Duration: 3 Hours
Theory:
Common customer objections
Objection-handling techniques
Basic negotiation skills in consultative selling
Practice:
Objection-handling role-play
Negotiation simulation exercises
Module 6: Closing, Follow-Up, and Relationship Management (Theory + Practice)
Duration: 2 Hours
Theory:
Consultative closing techniques
Follow-up strategies
Customer retention and long-term account management
Practice:
Closing scenario practice
Developing a follow-up action plan
Who is it for?
Salesperson
Sales Manager
Branch Manager
Relationship Manager
Training Method
Theory (9.00 hours) Practice (7.00 hours)
Minimum Entry Requirements
Participants should be sales staff, account executives, or business development personnel
Basic understanding of products or services being sold
Ability to communicate in English
Willingness to participate in role-plays and group activities
No advanced sales training required
.png)
© 2026 LeadForward Academy. All rights reserved.