About Us
Our Clients
Our Associates
Training Directory
Contact Us


Consultative Sales Skills


Sales Representatives


Two Days

Brief Description:

Participants learn the difference between the dominant product-centered approach to selling to one that is client-centered, needs-based, and relationship oriented.


Participants will be able to:
  • Describe the difference between consultative selling and other more common approaches. 
  • Utilize a basic framework to guide an effective sales dialogue to a specific close.
  • Apply the skills in person or overcome the inherent challenges of selling through the phone.
  • Follow a basic set of reliable steps toward more efficient pre-call planning and preparation. 
  • Build customer/prospect receptivity through more skillful handling of the critical opening stage of a sales call. 
  • Build on a pattern of incremental closing steps throughout the sales call and then follow specific steps in the actual closing phase to improve the close ratio.