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Account Development Training: Inner_about


Drive powerful and valuable sales conversations with your clients and prospects with our 360 consultative selling approach.

Our 360 Consultative Selling Framework provides sales teams with a proven repeatable sales approach to consistently execute with their sales conversations to help them to avoid the common sales errors that cause sales to be lost.

What Is Consultative Selling? 


Consultative selling is a sales approach that focuses on the needs and priorities of the customer rather than focusing on the product or service, consultative selling promotes and encourages relationships and meaningful open dialogue to identify and demonstrate solutions to a customer’s needs. 

The principal benefit of consultative selling over other selling approaches is the fact that it helps sales professionals to have better conversations which allow salespeople to better understand the challenges faced by a customer allowing the ability to position their solutions and demonstrate the value it brings in a more effective way.

360 Consultative Selling - Course Overview 

​Our 360 Consultative Selling Framework can be broken down into 8 steps:-

  1. Plan and Prepare: Effective conversation planning ensures your salespeople have more productive customer conversations, sales are won and lost based on the conversations your sellers have with buyers and this starts with effective planning

  2. Engage: Having the ability to engage and connect throughout the process at any level puts salespeople at a huge advantage when it comes to building rapport and trust and strengthening relationships

  3. Insight and Understand: Gaining valuable insight that leads to greater understanding is a fundamental of consultative selling. Sales professionals who can encourage openness and willingness to engage in a dialogue will find  it easier to ask a broader range of questions ad gain more insight into their buyer's needs and challenges 

  4. Differentiate: Sales professionals who can differentiate their solution and position themselves as an expert in their field offering a credible solution a specific solution over their competition win more sales

  5. Demonstrate: Sales professionals who can demonstrate the tangible value of their solution in a clear concise and easy to understand manner will find it easier to gain trust and buy-in from the buyer throughout the sales process 

  6. Explore and Overcome: No matter how thorough your selling approach there will inevitably be objections, concerns, and barriers, salespeople who can proactively seek out, identify and positively dismantle objections within the sales process close a far higher percentage of sales than their competition  

  7. Agreement and Commitment: Sales professionals that treat closing like a process not only reduces the risk of rejection and increases the likelihood of gaining commitment and winning the business, consultative sellers begin the closing process before the first conversation has even begun.

  8. Agreed Action: Consultative sales professionals that can effectively and consistently follow up with the customer is one of the most powerful differentiators, many sales professionals fall short when it comes to following up. 



Who is 360 Consultative Selling Skills for?


The 360 Consultative Selling course is ideal for anyone looking to dramatically improves the quality of their sales conversations, including:

  • Field salespeople

  • B2B salespeople

  • Experienced salespeople who want to refresh their skills

  • New salespeople

  • Client relationship managers

  • Internal telesales agents

How can 360 Consultative Selling Skills be delivered?

We can deliver the 360 Consultative Selling Skills Course in a variety of formats to suit your needs:

  • Public Sales Course – Ideal for individuals looking to improve their skills and meet other sales professionals

  • In House Bespoke Sales Course – Ideal for training whole sales teams with business-specific challenges

  • Online Sales Course – Ideal for individuals or small groups who want to improve their sales skills but cannot travel or who prefer to learn remotely

Course Syllabus

Understanding the sales process

  • Understanding the consultative sales process                                            

  • Understanding how to align your consultative selling process with the buying process

  • Understand and avoid the common mistakes that even the most experienced salespeople make

  • Learn how to apply a consultative approach to deal with difficult selling situations                                                  

  • Identify and understand the drivers and de-railers within a client and prospect buying process                             


Understanding the buyer

  • Use consultative questioning techniques to uncover the full picture and the buyers needs and outcomes

  • Sell ideas, insights, and perspectives that influence the buyer’s perspective

  • Understand buyers, buyer types, and buying styles

  • Build rapport and develop relationships in person and virtually quickly and effectively


Having sales conversations

  • Sell based on value and reduce price and commoditised conversations

  • Learn how to ask the right questions throughout the sales conversation

  • Drive powerful sales conversations with your clients and prospects

  • Learn how to qualify customer requirements consultatively           

  • Develop and communicate the more powerful and compelling value propositions


Closing Sales

  • Close new business and existing business quickly and effectively

  • Identify, understand and overcome objections that could get in the way of the sale

  • Learn how to focus on the valuable outcome when closing the sale       

  • Learn how to close the sale through a process to gain commitment

Course Costs

Public Sales Course (2 Day) - £699.00 + VAT
In House Bespoke Sales Training - POA - Call 020 8798 0979
Online Sales Course - £599.00 + VAT

What’s included in the cost?


  • Pre-training skills appraisal and questionnaire for each delegate

  • Pre-training call with the trainer for all delegates


  • Comprehensive interactive training manual, course notes, and training material for each delegate

  • Individually designed created training and development action plan for all delegates

  • Real situation scenario orientated training sessions

Post Training 

  • Post-training follow up material to all delegate

  • 360 Consultative Sales Playbook

  • Practical sales toolkit including objection handling guide, prospect list template, email templates, and time management guides.  

  • 12 months unlimited post-training access to your trainer via email and telephone

  • Post-training support via email and telephone

  • Post Training Webinars

  • Post-training follow up call with the trainer

  • Individually created post-training support pack provided after the training sessions

  • Supported by a 12-week post-training coaching programme and 12 months of email and telephone support

Learn more about our 12 week  post training coaching here

Course Reviews

Organisation and domestics - 99.8%

Course Content - 98.9%

Course Notes - 99.1%

Presentation - 99.3%

Knowledge of Training Staff - 99.3%

In Meeting your Objectives - 99.7%

Overall Enjoyment - 99.6%

Upcoming Sales Course Dates

Why choose Think Selling Sales Training?

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Understand, Design & Create

Every sales team is different and we work with our clients to deliver a training program to meet their individual needs via pre training questionnaires, assessments and development calls with your trainer.


Practical Tools & Support Resources

Alongside your course material and support program, we also provide a range of practical tools and materials to help you to embed the training.


Inspiring, Engaging & Relevant

Our training programs are designed to be inspiring, engaging but most importantly relevant to your teams day to day challenges, meaning you can apply the lessons and ideas from your training course into your day to day role straight away.


Post Training Videos & Webinars

Every delegate has access to a range of post training support videos and tutorials to provide additional support and access to our training webinars.


 Comprehensive Support 

Our training is never focused around a single day, every course is supported by a comprehensive 16 week interactive support program, each module is designed to make the process of applying the material into your day to day role as straightforward as possible.


Direct Access to The Training Team

Every delegate has direct access to their course trainer and the training team, throughout the training process to answer questions and provide support around specific challenges.

Have a question about Consultative Selling Skills?

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