Consultative Selling Techniques
Professional Development Training Course
Consultative Sales Techniques equips sales professionals with the skills to master relationship-based selling. This program empowers participants to develop strategic, client-focused partnerships that drive organic growth and organizational success. Attendees will gain a comprehensive understanding of the sales lifecycle, refine their consulting techniques, and confidently navigate collaboration with clients and prospects.
By becoming trusted advisors, participants will identify needs, uncover opportunities, and address resistance, fostering meaningful relationships and delivering results that align with client goals. Through structured discovery strategies, collaborative feedback meetings, and effective communication styles, participants will enhance sales effectiveness, ensuring a mastery of the art of consultative selling and creating sustained impact.
"This course was the most impactful investment we’ve made for our team in years. AMS delivered with deep experience and a practical, hands-on approach to facilitation that enabled our team to walk away with immediately usable skills. We are projecting a 15–20% increase in sales over the next year as a direct result of these new capabilities.” - Director of Business Development, Global Insurance Company
Standard Delivery & Schedule
The standard course, as outlined below, is delivered on-site in one full day or virtually in two 3.5-hour sessions. Please explore our ALFSM as seen above to learn more about our customization options.
Course Modules & Learning Objectives
Define the Role of the Consultative Salesperson
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Develop six critical skills: empower teams with practical, immediately usable capabilities.
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Align purpose-driven strategies: connect organizational goals with sustainable business growth outcomes.
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Grasp the consultative sales lifecycle: drive consistent engagement and improve client success rates.
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Become a trusted advisor: deliver insights that strengthen credibility and long-term relationships.
Build Relationships
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Exhibit behaviors of an effective consultative salesperson: demonstrate credibility and deliver measurable client value.
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Engage in extraordinary preparation: anticipate client needs and tailor solutions for maximum impact.
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Establish guidelines for client/prospect collaboration: create clear expectations that foster alignment and trust.
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Build rapport to earn trust and credibility: strengthen relationships through the REST℠ Stewardship Framework.
Understand the Opportunity
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Set up the discovery strategy: understand client and prospect needs to uncover opportunities.
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Engage in strategic dialog: foster meaningful conversations that reveal priorities and challenges.
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Practice consultative listening: capture client perspectives to tailor solutions with precision and impact.
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Apply best practices for positioning insight: deliver compelling value that differentiates and builds trust.
Manage the Engagement Cycle
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Apply best practices for presenting recommendations: deliver clear, compelling solutions that inspire client confidence.
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Use communication styles to engage clients: create shared vision and alignment through tailored dialogue.
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Address client resistance effectively: overcome objections with empathy, credibility, and practical solutions.
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Obtain client commitment confidently: secure agreements that advance relationships and drive measurable outcomes.
Who Should Attend
Sales professionals seeking new opportunities in service, production, product sales, or any relationship-based engagement will benefit from attending Consultative Sales Techniques. This program is ideal for those looking to enhance their ability to build trust, uncover client needs, and foster long-term partnerships. Whether selling solutions, managing accounts, or driving new business, participants will refine consultative techniques, improve communication strategies, and navigate complex sales lifecycles with confidence, ultimately becoming trusted advisors who drive sustainable growth and meaningful results. Upon completing the course, you will be equipped to lead client & Prospect conversations with greater clarity, design tailored solutions that resonate and apply proven frameworks to influence decision-making. You’ll leave with practical tools to strengthen relationships, accelerate sales cycles, and consistently deliver value that sets you apart in competitive markets.
Join the ranks of leading organizations that have partnered with AMS to drive innovation, improve performance, and achieve sustainable success. Let’s transform together, your journey to excellence starts here.