# Event Details - **Event Name**: Consultative Selling Skills​ - **Event Start and End Date**: Sat, 03 Oct, 2026 at 08:30 am – Sat, 03 Oct, 2026 at 02:30 pm (+08:00) - **Event Description**: Consultative selling is a sales approach that focuses on understanding the customer’s situation before proposing a solution. Instead of emphasizing product features immediately, the salesperson takes the role of an advisor who diagnoses problems, identifies opportunities, and recommends solutions that create measurable value for the client. This method strengthens trust, improves long-term relationships, and leads to more effective and sustainable sales outcomes. Objectives By the end of the program, participants will be able to: • Understand the principles and mindset behind consultative selling • Develop the ability to diagnose customer needs through effective questioning • Learn how to build trust and rapport with potential clients • Practice presenting tailored solutions instead of generic product pitches • Improve the ability to handle objections and advance the sales conversation Who the Program is For This program is designed for: • Sales representatives and account managers • Customer service personnel involved in selling or cross-selling • Marketing or business development professionals who interact with clients • Entrepreneurs and professionals who want to improve their persuasive communication and selling skills The training is suitable for both new sales professionals who need to build foundational skills and experienced representatives who want to refine their sales techniques. Methodology The session combines short discussions on consultative sales frameworks with guided exercises that simulate real client conversations. Participants practice discovery questioning, diagnosing customer needs, and presenting tailored solutions through structured activities and role-play. Introduction to Consultative Selling What is Consultative Selling Differences Between Transactional Selling and Consultative Selling The Role of the Salesperson as a Problem Solver Understanding Value-Based Selling Building a Customer-Centric Mindset Understanding the Customer Identifying Customer Needs vs. Wants Mapping Stakeholders and Decision Makers Recognizing Buying Motives and Pain Points Building Trust and Rapport Establishing Credibility with Clients Creating Meaningful First Impressions Communication Skills for Sales Conversations Active Listening Techniques Asking the Right Questions Effective Questioning Techniques Open-Ended vs. Closed Questions Probing Questions to Uncover Deeper Needs Clarifying and Confirming Understanding Using the SPIN Framework: Situation, Problem, Implication, Need-Payoff Structuring Discovery Conversations Diagnosing Customer Problems Identifying Root Causes of Customer Challenges Linking Problems to Business Impact Prioritizing Customer Needs Understanding Budget, Authority, Need, and Timeline (BANT) Aligning Solutions with Client Objectives Presenting Tailored Solutions Translating Features into Customer Benefits Positioning the Product or Service as a Solution Customizing Proposals Based on Client Needs Using Stories, Examples, and Case Studies Demonstrating Value and ROI Handling Concerns and Objections Understanding the Real Meaning Behind Objections Common Sales Objections and How to Respond Techniques for Clarifying Concerns Turning Objections into Opportunities Maintaining Confidence and Professionalism Closing the Sale Recognizing Buying Signals Techniques for Advancing the Decision Process Confirming Customer Agreement Negotiation Basics Securing Commitment Relationship Management and Follow-Up Importance of Post-Sale Follow-Up Strengthening Long-Term Client Relationships Upselling and Cross-Selling Opportunities Managing Customer Expectations Encouraging Referrals and Repeat Business - **Event URL**: https://allevents.in/makati/consultative-selling-skills​/200030244745552 - **Event Categories**: business, workshops - **Interested Audience**: - total_interested_count: 10 ## Ticket Details ## Event venue details - **city**: Makati - **state**: MM - **country**: Philippines - **location**: 7F Finman Bldg., 131 Tordesillas St., Salcedo Village, 1227 Makati, Philippines - **lat**: 14.56102 - **long**: 121.02436 - **full address**: 7F Finman Bldg., 131 Tordesillas St., Salcedo Village, 1227 Makati, Philippines, Tordesillas 131, 1227 Makati, Philippines, Makati ## Event gallery - **Alt text**: Consultative Selling Skills​ - **Image URL**: https://cdn-az.allevents.in/events9/banners/2a49510a994fa22252972f6c5bd2ce75115dfe0d1f9c708006ad631dd629de79-rimg-w1200-h667-dcd88858-gmir?v=1787169236 ## FAQs - **Q**: When and where is Consultative Selling Skills​ being held? - **A:** Consultative Selling Skills​ takes place on Sat, 03 Oct, 2026 at 08:30 am to Sat, 03 Oct, 2026 at 02:30 pm at 7F Finman Bldg., 131 Tordesillas St., Salcedo Village, 1227 Makati, Philippines, Tordesillas 131, 1227 Makati, Philippines, Makati. - **Q**: Who is organizing Consultative Selling Skills​? - **A:** Consultative Selling Skills​ is organized by Insights Training. - **Q**: Who is this event for? Is it right for me? - **A:** Consultative Selling Skills​ is ideal for curious learners, students, and skill-builders looking to gain hands-on knowledge and practical expertise in a focused, interactive setting. Whether you're a first-time attendee or a longtime enthusiast in Makati, this event is thoughtfully curated to deliver a standout experience worth every moment. 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