Program
Consultative Selling Skills Training Program
Selling by diagnosis rather than presentation, so the buyer helps build the solution they later approve.
- Duration
- 2 days
- Format
- In-person, run on live pipeline
- Group size
- 12–18 participants
The problem we are solving
Sales teams that lead with capability get compared on price, because the buyer never heard anything that only this seller understood.
Discovery is often a checklist rather than a conversation, so the real business problem, and the cost of not fixing it, is never established.
About this program
Consultative selling training for sales teams that lose deals to better questions rather than better products. Participants learn to diagnose the customer's business problem, qualify honestly and build a solution the buyer helps design.
Practice runs on your live pipeline, so the method is tested against real deals in the room.
What changes in behaviour
- Run discovery that uncovers business impact, not just requirements
- Qualify honestly and walk away earlier
- Link your capability to the customer's numbers
- Build the solution with the buyer rather than at them
- Map the decision process before proposing
What the program covers
- Why capability-led selling loses
- Discovery and impact questioning
- Qualification you can defend in a forecast review
- Co-creating the solution
- Proposal and decision mapping
Who it is for
- B2B sales and business development teams
- Pre-sales and solution consultants
- Account managers selling into existing customers
- Will this work with our sales methodology?
- Yes. We adapt language and stages to the methodology and CRM you already use rather than introducing a competing model.
Start with one cohort. Judge the behaviour change.
Most engagements begin as a single pilot cohort, so your team can evaluate the facilitation and the follow-through before a wider rollout.