Consultative Selling Skills Training Course

ICTI and Partners Certification

1 Week

20 Hours

Classroom, In-House, Online

Price: £3500

Group discounts available. Get Registered for more details.

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The Consultative Selling Skills Training Course offered by Imperial Corporate Training Institute provides a corporate-sector approach to modern sales performance, focusing on strategic interactions that build long-term commercial value. The course positions participants to operate at the level expected in competitive markets where client expectations, service differentiation and revenue accountability continue to increase. It integrates consultative selling skills training within a structured pathway designed to strengthen professional credibility, communication power and commercial agility.

Participants develop a command of customer-focused selling strategies that align with real-world business environments and organisational revenue goals. As part of the broader suite of Sales and Marketing Training Courses delivered by the institute, this course equips professionals to move beyond transactional sales behaviour and adopt consultative sales techniques that reinforce their position as trusted business advisors. The programme provides an applied direction that supports sales negotiation and persuasion skills, enabling professionals to navigate complex B2B conversations and influence high-value decision cycles.

The course delivers structured capability development for those aiming to strengthen strategic selling skills development and adopt a solution-based selling training approach. It emphasises practical tools, analytical thinking and disciplined sales execution that can be applied immediately within corporate pipelines. Participants learn advanced frameworks that reflect the expectations of competitive, consultative selling environments where relationships, value creation and problem-solving determine long-term business sustainability.

Completing this professional development experience supports career progression, sales credibility and operational impact across commercial teams, business development functions and organisational sales operations. With the rising demand for consultative selling certification course pathways, this programme ensures each participant gains a structured, corporate-level capability to drive performance, conversion and market positioning in complex sales environments.

Objectives

Strengthen consultative selling skills training for high-value, corporate sales environments
Develop customer-focused selling strategies that support long-term business growth
Apply consultative sales techniques across complex client engagements
Enhance sales negotiation and persuasion skills for improved deal outcomes
Build strategic selling skills development aligned with corporate revenue goals
Improve sales communication and questioning techniques to uncover client needs
Adopt solution-based selling training methods for practical application
Structure B2B consultative sales program techniques for enterprise selling cycles
Reinforce strategic planning, opportunity qualification and pipeline progression
Strengthen value-driven client conversations that influence stakeholder decisions
Manage objections, conflicts and client concerns with a consultative mindset
Improve commercial confidence, presentation impact and professional credibility

Target Audience

Sales Managers seeking stronger consultative sales capability
Corporate Sales Executives managing strategic client accounts
Business Development Managers working in competitive markets
Relationship Managers managing long-term commercial portfolios
Key Account Managers handling high-value clients
Commercial Directors responsible for revenue performance
Entrepreneurs developing customer-centric sales operations
Client Engagement Specialists focused on advisory-led sales
B2B Sales Professionals working with complex decision-makers
Marketing Professionals supporting sales enablement functions
Technical Sales Representatives requiring client-focused communication
Professionals preparing for consultative selling certification course advancement

Course Modules

This module establishes the core principles of customer-focused selling strategies within corporate sales environments. It explores the transition from transactional selling models to value-driven behaviours, highlighting how professionals can build trust, credibility and long-term influence with decision-makers. Participants examine how consultative selling forms the foundation for business relationships that prioritise needs analysis, problem-solving and mutual commercial growth.

This module introduces structured conversation frameworks that enable professionals to guide client discussions with clarity and purpose. It emphasises positioning value instead of product features, reinforcing the importance of strategic questioning and precise communication. The focus remains on deepening client understanding, uncovering hidden priorities and applying consultative methodologies that drive competitive differentiation.

Participants learn how to assess opportunity potential, evaluate decision cycles and qualify high-value prospects using structured processes. This module covers the analysis of client challenges, business priorities and operational gaps, supporting participants in building disciplined, consultative account strategies. The content strengthens sales forecasting accuracy and enhances alignment with organisational revenue planning.

This module focuses on strengthening negotiation capability, enabling participants to influence executive-level stakeholders with clarity and commercial logic. It addresses objection management, conflict handling and value-anchored persuasion strategies required in high-stakes sales environments. Participants develop confidence in structuring negotiation conversations that balance client expectations with organisational goals.

Here, participants learn how to convert client problems into actionable and commercially relevant solutions. The module explores designing value propositions that reflect measurable client outcomes, operational efficiencies and strategic alignment. It provides structured guidance on presenting solutions that resonate with financial decision-makers and support stronger competitive positioning.

This module examines the dynamics of enterprise-level selling, including procurement processes, multi-stakeholder engagement and approval structures. Participants explore how B2B consultative sales program techniques support navigation of complex buying behaviours in competitive markets. The module enhances capability in managing extended sales cycles and influencing diverse decision-making groups.

Participants strengthen personal discipline, organisational alignment and structured selling behaviour that supports sustained performance. The module highlights advanced opportunity management, pipeline consistency and strategic thinking required for high-value commercial environments. It reinforces habits that drive long-term success and supports professionals in maintaining momentum across demanding sales cycles.

This module focuses on communication mastery, including professional presentation delivery and emotionally intelligent client engagement. Participants explore how to adapt communication styles to suit stakeholder needs, industry expectations and corporate cultures. The content reinforces confidence, clarity and executive-level presence across all consultative interactions.

FAQs

What is the Consultative Selling Skills Training Course?

It is a corporate-focused programme that develops advanced consultative sales capability, customer-focused selling strategies and strategic communication for high-value client engagements.

Who should attend this course?

This course is ideal for sales professionals, business development teams, account managers and anyone responsible for influencing corporate buying decisions.

Does the course include practical sales tools?

Yes. Participants receive structured tools, frameworks and techniques that can be applied immediately in client conversations, proposal development and negotiation stages.

What skills will participants gain?

Participants develop skills in consultative sales techniques, sales negotiation, solution-based selling, B2B selling strategies and strategic opportunity management.

Will this course support career advancement?

Yes. The course strengthens commercial communication, strategic influence and consultative sales capability, which are essential for progression in corporate sales roles.

Course Dates

Availiable Dates

Place

April 6, 2026

August 10, 2026

December 7, 2026

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