Course description
TLSA's consultative selling is designed for account managers, sales people and new business developers who manage high value sales opportunities that involve multiple decision makers.
The programme equips participants with the skills to establish themselves as a ‘Business Partner’ with high value customers. An individual who is viewed as someone who builds relationships, understands needs and delivers compelling solutions that customers want to buy.
Participants explore how to manage the Consultative Sale and then test new skills using case studies that feature scenarios based on your business.
Upcoming start dates
Suitability - Who should attend?
TLSA designed consultative selling for account managers and sales people who manage high value sales opportunities that feature:
- Several people in the decision making process
- Multiple meetings to complete the sale
- Customers that need a business solution, not a product or service.
Outcome / Qualification etc.
The aim of the programme is to help participants develop the consultative, or solution, selling skills and behaviours to manage and close high value sales opportunities.
Programme Outcomes
To deliver this aim, the programme is focused on achieving three outcomes:
1. Consultative Selling Skills and Behaviours
To develop the consultative selling skills and behaviours that position participants as a ‘Business Partner’ who works with customers to meet business needs.
2. Sales Cycle Management
To develop a structured approach to managing sales opportunities that involve multiple decision makers and are completed over a period of time.
3. Compelling Solutions
To discover how to develop compelling solutions that meet customer needs and provide solutions customers want to buy.
Institute of Sales Professionals Certification
TLSA is an Institute of Sales Professionals (ISP) certified training organisation. This means our service and materials are quality assured by the UK’s leading professional body for sales and sales management.
Training Course Content
Consultative Selling is structured in four parts:
Part 1: Pre-work Assignment
The pre-work assignment engages participants in the programme. The assignment features two parts:
- The Qualities of the Consultative Seller
Pre-reading on the personal skills and qualities needed to be a consultative sales person. - Personal Analysis
Based on the pre-reading. participants complete a personal analysis of strengths and development areas.
Participants have the opportunity to review and use the outputs of the pre-work at the ‘Consultative Selling’ workshop.
Part 2: Consultative Selling Workshop
This is a two day interactive event in which participants discover the skills and behaviours they need to be a consultative sales person.
The workshop features a blended learning approach, featuring presentation, debate, role-play, syndicates, and case studies. The content features:
- A Pre-work review.
- Stakeholder management
- Relationship management contact strategy
- Managing the consultative sales cycle
- The five stages of the consultative sale:
- Opening contact.
- Rapport building.
- Discovery (high yield questions).
- Compelling solutions.
- Momentum and commitment.
Case Studies
The case studies are a key part of the workshop. Created in the preparation stage, the case studies feature content based on your business.
The objective is to create an experience in which participants apply new learning to issues they face in their personal roles. Working in groups participants are challenged to plan and implement two role plays to test the learning:
- Needs Analysis: how to plan and implementing a needs analysis
- Compelling Solutions: creating and selling a compelling solution.
Part 3: Activation
In the eight weeks following the workshop participants complete a personal project based on their individual roles.
The project features a series of tasks, which act as a catalyst to help participants:
- Develop consultative selling skills
- Test and activate the learning from the workshop in their personal roles
- Embed new practice and ideas as normal business activity.
Part 4: Return on Investment
A measurable return on investment is delivered at a coaching event following completion of the personal project. Individuals present their results to your key stakeholders and TLSA (optional). The event delivers three outputs:
- Activation: ensuring participants activate the learning in their personal roles.
- Evaluation: a clear view of how the programme impacts on business performance.
- Return on Investment: measurable results that identify personal development and the impact on the business.
Reviews
Average rating 5
I selected TLSA based on the quality of your proposal. You produced a program that demonstrated clear insight into our transformation vision and the challenges facing our team, ...
On the back of the success of the key account management and consultative selling courses we expanded the remit to also include negotiation skills and developed a bespoke course...
Delivery Options: Fees
Consultative Selling is available for delivery:
- In-house: at your offices or chosen venue for groups of up to 12 people
- Online: in a series of webinars
- One to One: if the programme is for one person this option is available with either a face to face or online delivery.
Please contact TLSA for more information.
TLSA Toolbox
Consultative Selling Toolbox
As participants complete the workshop they receive four consultative selling tools to support them in their personal roles
1. Consultative Selling Planner
A planning tool that helps participants plan sales strategy, manage business opportunities and mitigate risk.
2. Needs Analysis
A great tool that the consultative seller uses to plan and implement an in-depth needs analysis that will generate the information needed to create compelling solutions customers will want to buy.
3. Sales Cycle Qualifier
This powerful aid shows participants how to move sales opportunities to a successful close, prepare accurate pipeline forecasts and identify coaching needs.
4. Consultative Selling Notes
A great resource to revisit the content, the notes are professionally prepared, easy to use and available in digital or printed format.
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The Leadership and Sales Academy Ltd
At TLSA we partner with clients to develop sales management and sales teams that deliver outstanding sales performance. Our services include consultancy, psychometric profiling, capability assessments, bespoke training solutions and our ‘Ready to Go’ programmes. ‘Ready To Go’ is a...
Brett is a knowledgeable and client focused professional. He has a keen understanding of how organisations work and what is needed to make them successful. He uses this knowledg...