Sales and MarketingConsultative Selling Skills
Buyers have researched the market before a salesperson reaches them, which makes a presentation of features worth very little and a diagnosis of their situation worth a great deal. This course covers selling that way. Delegates work through preparation and researching a prospect properly, questioning that uncovers the business problem rather than confirming what you already hoped to sell, and listening as the part of the conversation most salespeople skip. Positioning a solution against the problem uncovered is practised, along with quantifying value in the buyer's terms. Objections are treated as information rather than resistance. The course closes on closing without pressure, on the deals that should be walked away from, and on following through after the sale.
Course objectives
- Research a prospect and prepare before making contact
- Question to uncover the business problem rather than confirm a pitch
- Listen and use what you hear to shape the conversation
- Position a solution against the problem actually uncovered
- Quantify value in the buyer's own terms
- Handle objections as information rather than resistance
- Close without pressure, and recognise a deal worth walking away from
Who should attend
- Sales representatives and account executives
- Technical staff in pre sales and solution roles
- Business development professionals
- Consultants and professional services staff who sell
- Business owners selling their own services
Course outline
- 01Buyers who arrive already informed
- 02Preparation and prospect research
- 03Questioning to uncover the problem
- 04Listening and what it reveals
- 05Positioning against the problem
- 06Quantifying value in the buyer's terms
- 07Objections as information
- 08Closing, walking away and following through
Scheduled sessions
| Dates | Venue | Format | Price | Register |
|---|---|---|---|---|
| 11 to 13 November 2026 | Maputo, Mozambique | Classroom | USD 995 per delegate | Register Now |
| 4 to 6 January 2027 | Online | Online | R6,500 per delegate | Register Now |
| 20 to 22 January 2027 | Kigali, Rwanda | Classroom | USD 995 per delegate | Register Now |