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
-
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.
-
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.
FAQ
Frequently asked questions
Sales teams.
2 days face-to-face or 4 × 3 h online + ½ day follow-up. The rhythm is deliberate: modules are spaced so participants apply the behaviour at work between sessions.
Blended: workshops, digital assignments, group coaching. We adapt the mix to your geography and shift patterns.
Yes, and it always is. We start with two to three individual conversations with selected participants, then rebuild the cases, the language and the practice situations from your business.
Kirkpatrick levels one to four: reaction, knowledge, self-assessed behaviour, and the participant's manager assessing the same competencies. We agree the target behaviours with the sponsor before design starts.
Digital missions and buddy work on PROMOTE, with the participant's own manager involved. This is the difference between 15–20% and 60–80% transfer into practice.
Yes. We also deliver in French across our Western European and African operations.
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.
Start a conversation
Book a strategic discussion about Consultative Selling.
If you are evaluating how to build capability that actually changes the way your organization works, we can help you define the right starting point, cohort design and delivery sequence.
The first conversation is diagnostic. We discuss your context, priorities, maturity, and where capability building can create measurable leverage.