Consultative Selling Skills

Objectives

• Develop a deep understanding of the consultative selling approach.
• Enhance skills in building customer relationships and trust.
• Learn effective questioning and listening techniques for needs assessment.
• Master strategies for offering tailored solutions to customers.

Content

Introduction to Consultative Selling

• Overview of consultative selling vs. traditional selling
• The role of a consultant in the sales process
• Key principles of consultative selling
• Benefits of a consultative approach for both the salesperson and customer

Building Customer Relationships

• Establishing trust and rapport with customers
• Identifying customer needs through active listening
• The importance of empathy in the sales process
• Techniques for maintaining long-term customer relationships

Effective Questioning and Needs Assessment

• Types of questions (open-ended, probing, clarifying)
• Conducting a thorough needs analysis
• Understanding customer pain points and goals
• Building value propositions based on customer needs

Tailoring Solutions and Closing the Sale

• Presenting customized solutions to customers
• Overcoming objections and handling resistance
• Closing strategies in consultative selling
• Building a mutually beneficial partnership post-sale

DATE:

1ST BATCH:        30th Mar – 2nd Apr, 2026       

2ND BATCH:      21st – 24th Jul, 2026 

3RD BATCH:       17th – 20th Nov, 2026