High Impact Consultative Selling Skills (2D)



Traditional sales training does not take into account the difference between a simple and complex sale. Research shows that significantly different skills are required by each type of selling. While most sales training focuses on making a success of the sales person who is product or service-oriented, the most successful sales person is ultimately customer-oriented.

This intensive, hands-on, activity-driven program teaches skills that boost sales and profitability through increased understanding and effective implementation of different selling processes. It helps sharpen the selling skills of even experienced sales personnel, empowering you to take advantage of every sales opportunity and aggressively expand your business professionally. By providing you with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to create the greatest positive impact at every given opportunity when facing your customers every time.

High Impact Consultative Selling Skills focuses on the following areas:

Active listening and discovery questioning




Proposal writing

Training Outcome
After completing the training, you should be able to:
  • Build rapport and develop positive engagement
  • Conduct powerful presentations
  • Elicit information effectively through the use of effective questioning techniques
  • Identify and develop a consultative approach to selling
  • Influence, persuade and sell through multiple platforms
Our Methodology

Think differently to alter direction.

The experience of learning to read and write for the first time is likely to remain vivid in your memory. The skill is ingrained and it stays. The primary objective of our training and workshop is to make your new knowledge and abilities as durable as the ones you've already accumulated.  They foster fresh ideas. They enable great feats. Individual behaviour and attitude contribute to your organization's success is what we prioritise.

Combining experiential, instructional, and discovery learning with current coaching technology promotes profound transformations in attitudes and behaviour that enable sustainable change in your business. These adjustments improve results.

Our programmes involve with 12 unique learning methodology as below:

Framework and Implementation
Our unique experiential framework and implementation empowers you to:
  • Build and strengthen customers’ relationship with professionalism
  • Develop your personal unique consultative selling style
  • Employ effective communication skills to different types of customers
  • Enhance listening skills and powerful non-verbal skills
  • Gain long-term commitment to purchase the product or services
  • Identify origins of your consultative selling behaviors and remove limiting beliefs about consultative selling
  • Implement beliefs that build confidence in consultative selling
  • Overcome objections effectively
  • Present your ideas and solutions persuasively
  • Sell with certainty
  • Take action to develop a resolute consultative selling mindset and ethics in encouraging the development of a customer-oriented selling culture
  • Understand and employ the selling and buying process effectively

Our program outline encompasses the following modules:

Day 1:

Module 1: Overview
  • Context setting
  • The complex sales
  • The 4D in consultative selling
  • Creating winning habits
  • The CE/DE sales partnership team
Module 2: The Consultative Sales Process – Discover
  • Funnel and milestones
  • Prospecting
  • Lead generation
  • Networking
  • Qualifying methods
Module 3: Filtering Prospects
  • 3 Go/No-Go filtering criteria
  • Client Action Plan tool
  • Value statements
  • Call plans, COIs and gatekeepers
  • Perfecting your elevator pitch
Module 4: Being Effective In Customer-Centered Selling
  • Applying learning in selling to different people
  • What people say and do and what is important to them
  • What we do more of when selling to others
  • What we avoid doing when selling to others
  • Revealing our blind spots

Day 2:

Module 5: The Consultative Sales Process – Define
  • Discovery questioning
  • 6 types of questioning
  • 3 techniques in discovery questioning
  • Active listening
  • 6 techniques in active listening
Module 6: Present
  • The Needs Pyramid
  • Matching needs with FAB
  • Value Drivers
  • Crafting effective sales conversations
  • Persuasive language techniques
Module 7: Objection Handling
  • Skepticism
  • Indifference
  • Misunderstanding
  • Drawback
  • The PLUS Model
Module 8: The Consultative Sales Process – Design and Deliver
  • Proposal writing
  • Account hand-off to servicing team
  • Key Account Management
  • Customer referral system
  • The secret of a great sales professional

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