Case Study:

Boosting a Consulting Teams’ Consultative Selling Skills

Our Client

A leading organisation delivering specialist learning for HR leaders and teams, and offering executive HR recruitment services.

Their challenge

To strengthen their teams’ selling skills and approaches, enabling them to maximise client opportunities and drive sustainable growth.

Why they engaged us

Our proven expertise in developing consultants’ sales capability and confidence made us the trusted partner to design and deliver a tailored training programme.

Our Solution

We collaborated with key stakeholders and interviewed a selection of consultants to identify knowledge and skills gaps.

We highlighted six key focus areas:

Building strong client relationships as a platform for selling
Developing confidence in an authentic personal selling style and approach
Guiding client conversations from general dialogue towards potential sales opportunities
Demonstrating service value and relevance in client conversations
Overcoming client resistance to purchasing
Managing the client relationship to maximise value for both parties

Confident Consultative Selling programme

We designed a programme to enhance the participants’ confidence, motivation, and capability to generate sales opportunities through both existing and prospective client relationships. The programme included:

Our proprietary CONSULT 4-stage selling process
Insights to develop a client-focused selling mindset shift and broaden sales perspectives
Practical, interactive exercises to embed skills, build confidence, and encourage real-world application
Opportunities to capture ideas for ongoing team support and capability development

To maximise learning outcomes, participants accessed our SMART Action Planning guides to develop personal action plans.

Evaluating outcomes

We evaluated the programme’s impact and ROI, through:

Immediate feedback – measuring participant satisfaction, content relevance, and engagement
Long-term impact assessment – evaluating the programme’s effectiveness and behavioural change over time

Our Impact

All the team attended the programme, achieving the following outcomes:

A broader perspective on business development activities
Greater clarity on personal brand and professional networking
Improved confidence in leading client sales discussions
Stronger skills in building trust-based client relationships
Deeper appreciation of how questioning and listening uncover client needs and challenges
Enhanced ability to articulate and influence with value around their products and services

Delivering results and sustainable change

The programme has strengthened the confidence and commercial capabilities of our client’s senior consultants. They are now engaging clients with greater impact, building deeper trust-based relationships, and proactively uncovering opportunities that drive long-term business growth.