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Consultative Sales Training


Consultative Sales Training

Consultative sales is the art of asking intelligent, well thought out questions in the hope of learning what the true requirements are in any given organisation.  The goal of the consultative sales person is to identify if their proposed product or service is the right fit for a potential customer.

The PD Training Consultative Sales 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, over-coming objections and cognitive reframing and persuasion techniques.

Learning Outcomes

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

Course Outline

Consultative Sales Training - Lesson 1 The Changing World of Sales 



The Sales Landscape is Shifting

The Emergence of Insight Selling


Consultative Sales Training - Lesson 2 Insight Selling 

Target Agile Organisations

Target Mobilisers

Teach for Differentiation

Selling in the Blue Ocean


Consultative Sales Training - Lesson 3 Harnessing Your Sales Strengths 

Your Sales Profile

Selling to Different Personality Styles


Consultative Sales Training - Lesson 4 The Consultative Sales Cycle 

The Sales Cycle

Building Rapport

Discovering Needs

Presenting Solutions

Overcoming Objections

Closing the Sale


Consultative Sales Training - Lesson 5 Insight Selling Behaviours 

Three levels of insight behaviours





Consultative Sales Training - Lesson 6 Additional Skills for Insightful Consultative Selling 

Cognitive Reframing

Persuasive Tactics


Ticket Information Ticket Price
Course AUD 726

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