Marketing & Communication

Consultative Selling and Solution Sales

Customers expect sales professionals to understand their business and recommend relevant solutions. This course develops consultative selling skills, including preparation and research, questioning, understanding business needs, building value propositions, handling objections, negotiating and closing complex sales.

5 days Classroom or live online English

Smart Horizon Certified - Global Leadership Consultants

Take the course details with you.

Download the full standard outline: why attend, methodology, objectives, audience, competencies, the daily outline and current plans.

Download course PDF

Why attend

From knowledge to real-world impact.

Product-focused selling no longer works for complex purchases. This course helps you become a trusted adviser who wins more business.

Workplace challenges

Professional Problems This Course Is Designed to Solve

The programme explores practical approaches to the following challenges. Results depend on how the learning is applied in your organisation.

Difficulty translating subject knowledge into practical workplace decisions.
Inconsistent approaches to the activities covered in the course outline.
Lack of a structured plan for applying and reviewing new skills.

Course methodology

How you will learn.

The course uses role plays, call planning exercises, case studies and peer feedback.

Course objectives

What you'll take away.

By the end of this course, participants will be able to:

Apply a consultative sales process
Research and prepare for customer meetings
Use questioning to uncover needs and impact
Present tailored solutions and value
Handle objections and negotiate
Advance and close complex opportunities

Target audience

Who should attend.

This course is suitable for:

Sales professionals
Account managers
Business development managers
Technical sales and pre-sales staff
Consultants

Target competencies

Capabilities you will build.

Participants will develop competencies in:

Consultative selling
Needs discovery
Value communication
Objection handling
Negotiation
Opportunity management

Course outline

Your learning journey.

A focused, practical outline with time to explore, apply and reflect.

Day 1Consultative Selling

09:00–09:54Changing buyer behaviour
09:54–10:48Trusted adviser mindset
10:48–11:00Sales process
11:00–11:30Coffee break
11:30–12:12Sales process (continued)
12:12–13:06Customer research
13:06–14:00Exercise: Account research

Day 2Discovery

09:00–09:54Questioning frameworks
09:54–10:48Business impact
10:48–11:00Stakeholder needs
11:00–11:30Coffee break
11:30–12:12Stakeholder needs (continued)
12:12–13:06Active listening
13:06–14:00Role play: Discovery meeting

Day 3Solution and Value

09:00–09:54Tailoring solutions
09:54–10:48Value propositions
10:48–11:00Business cases for customers
11:00–11:30Coffee break
11:30–12:12Business cases for customers (continued)
12:12–13:06Presentations
13:06–14:00Workshop: Solution proposal

Day 4Objections and Negotiation

09:00–09:54Objection types
09:54–10:48Responding to objections
10:48–11:00Negotiation principles
11:00–11:30Coffee break
11:30–12:12Negotiation principles (continued)
12:12–13:06Protecting value
13:06–14:00Role play: Negotiation

Day 5Managing Opportunities

09:00–09:54Opportunity qualification
09:54–10:48Multiple stakeholders
10:48–11:00Closing
11:00–11:30Coffee break
11:30–12:12Closing (continued)
12:12–13:06Account growth
13:06–14:00Capstone: Sales plan

The timings provided are estimates and may vary depending on the number of participants and the discussions taking place during the sessions. They are indicative only and do not constitute a binding commitment.

Dates & venues

Find a session that works for you.

Confirmed dates accept registration requests. Tentative dates are enquiry only.

Good to know

A few things to know.

How is the course delivered?

Our classroom programmes combine facilitated discussion, case studies, exercises and reflection. The precise format will be confirmed before enrolment.

Can you deliver this programme for our team?

Yes, you can enquire about a tailored programme. Share your goals, group size and preferred dates with our learning team.

Will I receive a certificate?

Participants who complete the programme receive a Smart Horizon certificate of attendance. Smart Horizon programmes are not externally accredited and do not award a professional qualification, licence or designation. Where a course title or outline refers to a professional certification (for example, AACE International's Certified Cost Professional), the programme supports learning and preparation only; the credential itself is awarded solely by the relevant professional body under its own application and examination requirements.

What should I confirm before booking travel?

Please confirm the session, exact venue, accessibility arrangements, fees and any visa requirements with the team before arranging travel. Tentative dates are not confirmed sessions.

Keep exploring

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