Training

Consultative Selling

Selling isn’t about pushing products, it’s about creating value. In this one-day, high-energy program, your team learns to turn sales conversations into genuine customer connections. Discover how curiosity, empathy, and storytelling turn prospects into loyal partners.

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About Consultative Selling

The most successful sales professionals don’t just sell, they help customers buy. They understand the story behind the need and connect on a level that builds trust, not pressure. In today’s market, customers expect personalized value and authentic dialogue. Consultative Selling helps your people deliver exactly that. At Traineroo, we bring sales training to life through practice, interaction, and reflection. This one-day program guides participants through the mindset and skills of consultative selling. From understanding the real customer need to closing deals that feel like shared wins. Participants learn to ask better questions, listen actively, and navigate resistance with confidence and empathy.

We’ll explore the fundamentals of solution selling, connect communication and influence techniques to real-world sales challenges, and uncover why stories sell better than business cards. Each step of the program is practical, relatable, and tailored to your business reality. By the end of the day, participants will know how to create value in every conversation, build long-term relationships, and close deals through trust and insight. Because great sales start with great listening.

Training Factsheet

For Whom

The training Consultative Selling is designed for:

Sales professionals and account managers
Business development teams and consultants
Customer-facing employees who want to strengthen sales conversations
Anyone ready to move from transactional selling to partnership selling

Learning Objectives

This program builds the mindset and skillset for modern, value-driven selling. Through reflection, practice, and real-life scenarios, participants learn how to turn every customer conversation into an opportunity to build trust and uncover potential.

After this training, participants will be able to:

Shift from selling to helping customers buy
Identify and uncover the “need behind the need”
Analyse behavioral preferences (DiSC Assessment included) from customers and adapt to it
Apply the fundamentals of solution and consultative selling
Communicate with confidence, empathy, and authenticity
Tell stories that connect emotionally and drive action
Handle objections and resistance effectively
Negotiate and close deals that feel like win-wins

Training Topics

Consultative Selling is hands-on, interactive, and focused on practical skill building. Expect a fast-paced day filled with reflection, practice, and feedback. Designed to make every sales conversation count.

Topics include:

Context: From selling to helping customers to buy
The need behind the need (DiSC)
Fundamentals of solution selling
Communication skills that build trust (DiSC)
Connecting on a deeper level (DiSC)
Why stories sell better than business cards
The 10 steps of consultative selling
Dealing with objections and resistance
Negotiation skills and “side-stepping”
Deal! Turning opportunities into long-term success

Investment

We believe sales excellence starts with understanding people. The Consultative Selling program includes:

Intake survey
DiSC Assessment
One full training day
Practical exercises and scenario-based role plays
Reflection tools and takeaway materials
Certificate of participation

Investment: from €495 per participant
(Pricing may vary depending on group size and customization options.)

Information Request

Do you want to learn more about this training program? We’re happy to help you explore the best fit for your team.

Click here to schedule a 30-minute call with one of our learning & development experts. At a time that suits you. No hassle, no back-and-forth emails!

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Training Features

Are You Ready to Unlock Potential?

Ready to sell smarter, not harder? Let’s turn your sales conversations into powerful partnerships built on trust and understanding. Contact us today to schedule your Consultative Selling training and help your team move from selling to truly serving.

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