Consultative Skills

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Consultative Skills: For Customer-Driven Sales Conversations™

Business Challenge

The dynamics of today’s marketplace demand salespeople who see the world from their customers’ point of
view. Salespeople must effectively utilise the limited time they have with customers, shaping conversations
that directly address customer needs and expectations in order to advance the selling process and shorten
the cycle time to close business opportunities.

Consultative Skills: For Customer-Driven Sales Conversations™

Consultative Skills: For Customer-Driven Sales Conversations™ develops critical attitudes, skills and
practices for interacting with customers. The programme is based on research on the best practices that
distinguish high-performing salespeople. Proven techniques help participants intentionally shape their
approach and actions to the customer’s values and buying process.

Key Content

Key content of Consultative Skills includes:

  • Driving principles that high performers use to ensure a successful selling process
  • A model of the sales process as seen from the buyer’s point of view, which is linked with key skills at
    each stage
  • Critical, practical skills and tools to open the sales call, advance the sales conversation and conclude
    the call
  • Techniques to create interest, handle objections, focus on client-specific business issues and benefits,
    present solutions and close sales

Target Audience

Consultative Skills is for both new and experienced salespeople who need to improve their approach and
interpersonal skills to conduct productive sales conversations in today’s highly competitive selling


As a result of participating in Consultative Skills, participants will be able to:

  • Develop customer-focused attitudes and beliefs
  • Handle buyer objections
  • Move sales situations forward
  • Learn and apply advanced questioning skills
  • Translate product features into client-specific benefits
  • Prepare and deliver tailored sales presentations
  • Develop targeted account plans

Delivery Options

  • Classroom: 2 to 2.5 days.
  • Virtual Classroom: Four 2-hour virtual instructor-led sessions combined with 8 hours of inter-session
  • Custom Blended Options: Forum can create a specific solution to meet your needs, leveraging the
    appropriate virtual and outside-the-classroom learning methods. This may include the following: Virtual
    Orientation Sessions and Small-Group Webinars; Online Discussions; Action Learning and Reconnects;
    Leader/Coach Tool Kits; and Downloadable Tools and Resources.
Forum is a recognised global leader in linking learning to strategic business objectives. Our tailored learning solutions help organisations effectively execute business strategies by focusing on their most important asset: people. We provide clients with practical and research-based sales and leadership development training programmes that mobilise employees, accelerate business-initiative implementation, and improve agility.