Personal and Business Competencies / Business Skills

Consultative selling

Training dedicated to the Consultative Selling methodology — where the salesperson acts as a trusted advisor. The program covers active listening, diagnosing client business needs, solution matching, sales cycle management, and building long-term relationships. Participants will learn to conduct sales conversations as trusted advisors rather than typical salespeople.

Why choose this training?

B2B clients don’t want another salesperson — they are looking for a trusted advisor who understands their business. Consultative Selling is an approach where the salesperson becomes a partner in solving client problems, which builds loyalty and increases lifetime value.

After completing the training, participants will be able to: conduct sales conversations as trusted advisors, diagnose client business needs using active listening techniques, match solutions to identified needs, manage a multi-stage sales cycle. These competencies directly translate into higher client retention and greater contract value.

This training is especially valuable for: B2B salespeople who want to build lasting client relationships, Key Account Managers managing key clients, sales engineers and pre-sales consultants.

What sets our approach apart?

EITT combines theoretical knowledge with intensive practical workshops. Over 1 day of intensive training, participants work on real-world sales examples and scenarios, ensuring not only theoretical understanding but practical application skills.

With over 2,500 trainings in our portfolio and a 4.8/5 participant rating, EITT is a trusted partner in competency development for organizations of all sizes. Our trainers are experienced practitioners in consultative selling who share up-to-date knowledge and proven solutions.

Looking for training tailored to your team’s needs? Contact us — we’ll prepare a program customized to your requirements.

Benefits

Understand the difference between the salesperson and advisor roles and adopt a consultative mindset
Master active listening techniques in a sales context
Learn to diagnose client business needs, including hidden needs
Develop the ability to match solutions to diagnosed needs
Learn the principles of managing a multi-stage sales cycle
Develop the ability to build long-term client relationships
Be able to work with multiple stakeholders in the buying process

Who is this training for?

B2B sales representatives and account executives

Key Account Managers

Business customer advisors

Sales managers

Sales consultants

Business development specialists

Entrepreneurs conducting direct sales

Sales engineers and pre-sales consultants

Prerequisites

Basic sales experience
Familiarity with your own company's offering
Communication skills
Willingness to change your approach to sales

Training program

Evolution of the salesperson — from seller to trusted advisor
Consultative mindset — how to change your approach to sales
Building credibility and expert authority
Ethics in consultative selling

Active listening techniques in a sales context
Discovery questioning — open, probing, hypothetical
Diagnosing client business needs (explicit and hidden)
Mapping the client's decision-making structure
Identifying vendor selection criteria

Presenting solutions matched to diagnosed needs
FAB technique (Features-Advantages-Benefits) in a consultative version
Building recommendations instead of offers
Co-creating solutions with the client

Stages of the consultative sales cycle
Managing multi-stage decision processes
Working with the buying committee — multiple stakeholders
Maintaining momentum in a long sales cycle

From transaction to strategic partnership
Account development programs
Follow-up and post-sale care
Generating references and referrals

Delivery Methods

Online

Convenience of participating from anywhere
Interactive live sessions with trainer
Materials available for 30 days
No travel costs

On-site

Direct contact with trainer and group
Intensive hands-on workshops
Networking with other participants
Full focus on learning

Training Topics

Frequently asked questions

What are the prerequisites for this training?

For Consultative selling we recommend: basic sales experience, familiarity with your own company's offering, and communication skills.

What is the format and duration of this training?

The training lasts 1 day and is available in online and on-site format. Sessions run from 9:00 AM to 4:00 PM. We can also customize the schedule to fit your team's needs.

Who is this training designed for?

This training is designed for: B2B sales representatives, Key Account Managers, business customer advisors, sales managers, and sales consultants. It is especially recommended for professionals looking to transition from transactional to consultative selling.