Consultative Selling Skills

A practical, intensive two-day course, based on our CONSULT sales process, designed for consultants to develop their understanding of the key tasks involved in selling and the skills and techniques needed to perform them well.

Essential Course Information:

Why this course?

All consultancy has to be sold, but selling consultancy is not the same as selling goods or other services – it needs a different approach – and consultants are often reluctant sales people and lack the skills and confidence to do it well.

So this course is designed particularly to cover the techniques involved and to help develop the confidence to apply them well. It combines theory with skills practice so the techniques can be applied immediately on return to work.

Is this course for you?

This course is for you if you are new to selling consultancy services or want to upgrade your selling performance. Selling will be part of your job and you may also have a sales target to meet.

What will it give you?

By the end of this course you should:

  • understand the tasks involved in the sales process more clearly, so you spend time on selling more effectively
  • have enhanced skills that will better enable you to convert opportunities to sales
  • be more confident and effective in sales meetings

What is covered?

The two days are split between understanding the process and handling the key transactions.

  • Consultancy buying and selling processes
  • Being clear about your services, promoting them, choosing channels to market
  • Prospection: finding and qualifying opportunities
  • Proposition design: identifying the key factors that will make a proposition compelling for a client; addressing client objections and concerns
  • Pitching: preparing your pitch; negotiating and closing the sale
  • Developing confidence in yourself and your products
  • Developing your telephone skills
  • Preparing for and conducting client meetings
  • Developing a proposition jointly with a client
  • Delivering a pitch and negotiating

There will be plenty of opportunity for skills practice in the role playing throughout; we use actors to add more realism to these exercises.

How is this course delivered?

  • This course is regularly presented as part of our programme of public courses.
  • It is also often run by clients as an in-house programme.

Learn more

For more information telephone: +44 (0)7957 806444

What others have said about this course

If there is no struggle, there is no progress. (Frederick Douglass, Finpro)

Reason leads to conclusion. Emotion leads to action. (William Magee, Finpro)

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“..selling consultancy is not the same as selling goods or other services...”

Book a course

This course is part of our public course programme see course schedule

Contact us if you want to run it in-company or book a place on the public programme »