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Old-fashioned ‘push’ selling where you try to persuade the prospect to buy your product or service dropped out of fashion years ago – because all to often it generates resistance that gets in the way of the sale. A far better approach is Consultative Selling, in which the sales person acts as a ‘consultant’ who ask lots of questions to fully understand the prospect’s need and then presents solutions to solve the need.

This highly practical workshop explores how this collaborative approach to selling works; how to build rapport and deepen the relationship; what questions to ask to uncover not just superficial needs but also deeper needs; the difference between features and benefits; how to move the sale forward, recognise buying signals and closing the sale.

Professionals already in a sales role or those newly joined will benefit greatly from attending this sales course.

Learning outcomes

By the end of this session, participants will:

  • Use a consultative selling approach with ease
  • Build rapport effortlessly and become a trusted advisor
  • Use an effective sales structure to keep them on track
  • Quickly detect and act upon buying signals
  • Acquire techniques for overcoming objections

Please note that these outcomes are a guide only and the precise outcomes will vary with the delivery method and duration of the session.

Consultative selling

Consultative Selling

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Tailoring our design for you

This outline provides a great flavour of the skills and knowledge your people will benefit from by attending any Speak First training or coaching on this topic – whether standard, tailored or bespoke.

Here’s how Speak First can make the training even more relevant for you and your people:

Tailored Design

Tailored design develops existing content and enhances it with relevant case studies, role-plays and more to make the learning even more effective for your people

Bespoke Design

Working in partnership with you, we develop bespoke solutions that incorporate this, and other topics, to create custom solutions for your organisation’s specific needs

Sample Participant Journey

The learning solutions featured on our website can all stand on their own as high-quality and high-impact learning interventions for your team – however, they are at their best when delivered as part of a wider learning programme, helping you achieve your strategic imperatives and your people benefit from much deeper and expansive learning journeys. We work with you as consultants, collaborators and design partners to establish learning outcomes and create the perfect programme - below is an example of what your people’s learning journey might look like.


Overall scope of programme agreed with client
Virtual/face-to-face training session(s)
In-between work: on-the-job assignments
Virtual/face-to-face training session(s)
Facilitated learning group sessions (group coaching)
Virtual/face-to-face training session(s)
Programme closing session – a celebration of success
Continuous learning support, virtual or face-to-face

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We specialise in designing and running our learning solutions for organisations and teams.

For individuals we offer 1:1 coaching sessions.

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