Maximizing Sales Through Consultative Selling


Effective sales people recognize that customers buy for a variety of reasons.  This engaging, interactive workshop offers a consultative approach to sales that is needs-based.  Participants learn how to determine customer needs using probing open-ended questions.  Building trust with customers provides an easy entrée to the sales process – thereby avoiding the stigma of “pushy” or “artificial” selling.  The importance of picking up on cues and cross-selling are also covered.  Customized case studies are aligned with the organization’s products and services. 

Learning Outcomes

  • Consultative Selling Process and Techniques
  • Using Open-Ended Questions to Probe
  • Emphasizing Benefits Instead of Features
  • Link Between Benefits and Need Satisfaction Selling
  • Learning to Pick Up on Customer Cues – Cross-Selling Strategies
  • Dealing with Objections
  • Connection between Wow Service and Sales
  • Strategies for Dealing with Different Customer Styles/Generations


Varies Based on Client Need


Employees and Managers


Group Discussions, Exercises, Role Plays, Lecturettes, and Workbook

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