Preparation
Two to three individual conversations with selected participants, customisation of the workshop materials, and the start of the digital journey on PROMOTE: pre-reading, case-study videos, preparation exercises.
Sales & Customer Experience
Consultative Selling
A High Performance Learning Journey that moves a sales team from transactional to consultative, diagnose before you prescribe, and build the customer's business case with them.
The business challenge
Why organizations ask for this
Sellers who lead with product get compared on price. The commercial conversation collapses into discount negotiation before value has ever been established, the main contact stays at middle management, and the account is one procurement review away from being replaced.
Approach & methodology
How the programme actually runs
2 days face-to-face or 4 × 3 h online + ½ day follow-up · Blended: workshops, digital assignments, group coaching · RO / EN
Day 1: Client understanding
Welcome and setting the scene; a business case debated and debriefed; SWOT analysis to identify the main challenges; consultative selling principles; consultative versus transactional; customer profile and segmentation; territory management and sales pipeline.
Day 2: The sales process
Developing the relationship and lowering tension; identifying needs with the SPIN model; building and presenting a persuasive offer; overcoming objections; closing; getting recommendations.
Embedding missions
Digital assignments and a personal performance plan between sessions.
Follow-up
A half-day group coaching session on sales implementation and calibration.
Competencies built
What participants can do afterwards
Strategic questioning
SPIN questions that surface the cost of the problem, not only the problem.
Relationship building
Lower the tension early, so the customer tells you what is actually going on.
Needs discovery
Diagnose before you prescribe, and check the diagnosis with the buyer.
Persuasive presentation
Present the solution as their business case, in their numbers.
Closing techniques
Move to commitment when the criteria are met, not when the quarter ends.
Expected business outcomes
What the organization should see
10–15% increase in conversion rates
Higher customer lifetime value
Increased retention through trust-based relationships
Schedule & format
Practical details
Audience
Sales teams
Duration
2 days face-to-face or 4 × 3 h online + ½ day follow-up
Format
Blended: workshops, digital assignments, group coaching · RO / EN
Measurement
Kirkpatrick L1–L4
FAQ
Frequently asked questions
Related programmes
Others in Sales & Customer Experience
Consultative Selling with DISC
The same rigorous method, plus a behavioural read of the person in front of you, so the approach adapts in real time to how that buyer actually buys.
Sales Academy
A participant-centred development journey for a whole sales organization: define the picture of success, measure the real gap with an assessment centre, then build only what is missing.
Persuasion Mastery
Influence without authority, grounded in evidence and structure rather than charisma.
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Book a strategic discussion about Consultative Selling
If you are exploring how capability building can strengthen performance across your organization, we can help you identify where the greatest opportunities for impact lie and what capabilities matter most in your specific context.
Our first conversation is exploratory. We look at your business priorities, current challenges and organizational maturity to identify where capability development could create the most meaningful and measurable value.