Consultative Selling Skills

This CPD certified eLearning course on Consultative Selling Skills shows you how to earn trust and solve the right problems. You will learn to uncover what buyers really need and how your solution creates outcomes they value.

You will build a simple structure for discovery, use questions that uncover real priorities, and connect business drivers to clear recommendations. You will learn to map stakeholders and decision criteria, present options that feel tailored, handle objections with confidence, and agree next steps that keep momentum.

Key topics include planning discovery calls, needs and wants analysis, effective questioning and listening, stakeholder and influencer mapping, decision making processes, value framing and outcomes, objection handling, proposals and follow up, and agreeing next steps and commitments.

By the end, you will lead consultative conversations that move deals forward, match solutions to real problems, and build stronger relationships with buyers. 

• Understand why you need to sell consultatively
• Follow a consultative selling model to use with your interactions
• Position you, your company and your products in the right way
• Understand the needs and wants of your buyers

• Build pain and the consequences of not taking action
• Build the value of your products and services
• Recommend your solution in light of their circumstances
• Overcome resistance and objections

• Why use the consultative selling approach
• Consultative selling skills – the PULSE model
• Consultative selling skills – Position
• Consultative selling skills – Understand

• Consultative selling skills – Leverage
• Consultative selling skills – Solution
• Consultative selling skills – Evolve
• Consultative selling reminders