Consultative Selling training: Stop Selling products, start solving problems
Learn how top sales professionals build long-term partnerships
CONSULTATIVE SELLING
Help Buyers See Value Beyond Price
•Spotify•
•Salesforce•
•QuickBooks•
•MAERSK•
•Hewlett-Packard•
CONSULTATIVE SELLING: Build Trust That BuildS BUSINESS
Transform Sales Conversations Into Strategic Partnerships. Guide Buyers From Uncertainty To Confidence.
Today’s buyers are overwhelmed with information but starved for insight.
They don’t need another product pitch – they need a trusted guide who can help make sense of their challenges and opportunities.
Modern sales success isn’t about pushing products. It’s about asking the right questions, understanding deeper business needs, and creating value in every conversation.
That’s where true consultative selling makes the difference.
With our Consultative Selling Training, your team will learn the techniques to lead meaningful sales dialogues that position them as trusted advisors.
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Signs your team needs consultative selling training
Research shows B2B buyers spend only 17% of their buying journey with sales reps. When interactions are limited, every conversation needs to count. Your team needs the skills to make these moments meaningful by focusing on business impact rather than product specifications.
Your sales team needs to navigate multiple stakeholders effectively, build consensus, and guide groups toward decisions. Consultative selling skills help manage these complex buying dynamics.
When buyers see you as just another vendor, price becomes their primary focus. Sales teams need the ability to uncover and address deeper business needs that shift conversations from cost to value. This requires a structured approach to asking questions and understanding the full scope of customer challenges.
Modern buyers need more than product expertise – they need business insight. Your team must learn to lead conversations that help customers think differently about their challenges and see new possibilities for solving them.
If these challenges sound familiar, your team needs SOCO’s Consultative Selling Training to develop the skills that turn regular sales conversations into strategic partnerships.
Turn Every Sales Conversation Into a Value Conversation
Move beyond features to become your clients’ trusted advisor
How Do You Learn Consultative Selling?
Leaders engage us to help their teams:
- Lead strategic sales conversations
- Build trust with senior decision-makers
- Ask questions that uncover real business needs
- Guide buyers through complex decisions
- Create and communicate compelling value propositions
We help your sales team transition from product experts to trusted business advisors who can engage meaningfully with executives. This consultative approach helps sales professionals establish credibility and win complex deals where multiple stakeholders are involved.
Who is Consultative Selling Training for?
This training is designed for sales professionals who handle complex B2B sales cycles and need to build strategic relationships. It teaches them how to lead meaningful business discussions that help customers make confident buying decisions. Organizations choose SOCO®’s Consultative Selling Training because we balance strategic insight with practical application.
Duration
1-3 Days In-Person Training Multiple 120 Minute VILT Sessions
For who
New & Seasoned B2B Sales Professionals
Format
Live Workshop or
Virtual Instructor-Led Training
CONSULTATIVE SELLING TRAINING
Course Outline
- Understanding Business Challenges and Opportunities
- Master Strategic Questioning Techniques
- Building Trust with Key Decision Makers
- Deliver Value-Based Solutions
- Leading Meaningful Business Discussions
- Guiding Complex Buying Decisions
Win Deals Without Competing on Price
Guide conversations that position you as a strategic partner
CONSULTATIVE SELLING TRAINING
The Power of diagnosis in consultative selling
The most successful sales professionals know that rushing to present solutions without understanding the full picture often leads to missed opportunities. Consultative selling starts with asking the right questions and truly understanding your customer’s business challenges.
From Vendor to Valued Partner
Guide conversations that create lasting client relationships
What our clients have to say about US
Best Training and Facilitation Skills
WHY companies CHOOSE SOCO
SOCO/ has won awards at the HR Vendors of the Year awards since 2016. These awards include Best Sales Training Provider, Best Digital Learning Provider, and Best Training and Facilitation Skills.
Industry-leading companies choose SOCO Sales Training to train their teams for a few key reasons:
- Award-Winning Training Provider
- Trained Over 50,000 Sales Reps
- We Customize Training to Every Industry
- Pre-Training Learning
- Role Playing and Group Discussions
- Thorough Post-Training Evaluation
- Post-Training Reinforcement
ON-GOING SUPPORT AFTER TRAINING
Reinforcement
Content
SOCO provides 4-12 weeks of content after the workshop to help reinforce the in-class learning.
Post Training Evaluation
We conduct an in-depth assessment of the learners post training to evaluate what they learnt and how they will implement it.
ROI Maximizer & Next Steps
To ensure you get the most out of the training and your investment we conduct a debrief call to highlight next steps needed and recommendations on how to maximize effectiveness.
HERE'S A PEEK INTO OUR TRAINING SESSIONS​
FREQUENTLY ASKED QUESTIONS (FAQ)
Why is Consultative Selling training important for your team?
Buyers often juggle multiple priorities, stakeholders, and solutions during their purchase process. Your sales team needs the skills to:
- Navigate multiple stakeholder buying committees
- Stand out when products look similar
- Move conversations beyond price to focus on business value
- Build trust to win larger, complex deals
- Guide customers through complicated buying journeys
Should I hire a sales trainer?
Yes, hiring a sales trainer can be a valuable investment for your sales team.
An external sales trainer brings several advantages:
- Diverse Experience: External trainers have experience training different companies and industries, allowing them to share best practices and insights from various sources.
- Continuous Learning: External trainers are constantly updating their knowledge and techniques, ensuring that they bring fresh and up-to-date strategies to your team.
- Objective Perspective: External trainers offer an objective view of your team's strengths and weaknesses, providing unbiased feedback and tailored training solutions.
As compared to an internal trainer, these are some of the insights that they may not have. By hiring an external sales trainer, you can leverage their expertise to help your sales team perform at their best and stay competitive in the market.
What is the average cost for Consultative Selling training?
The average cost of Consultative Selling training can vary significantly depending on the provider and duration of the training. Companies can expect to pay between $400 to thousands per learner.Â
What are the program delivery options?
Consultative Selling training can be delivered live in-person, live-virtually, via e-learning or a combination of methods referred to as 'blended learning'.
How long are the training sessions?
Training sessions can vary in length to accommodate different needs. They can be delivered as short 120 minute sessions delivered via web conferencing software or can span 1-3 days in-person.
This flexibility allows us to cater to your preferences and scheduling constraints, ensuring everyone can receive the training they need no matter how busy they are.Â
What is covered in a Consultative Selling training session?
Our Consultative Selling training program equips your team with practical skills to lead meaningful business conversations and guide buyers through complex decisions. In this course, we can cover a wide range of critical topics, including:
Understanding Business Challenges and Opportunities
Learn how to analyze business situations, identify underlying challenges, and spot opportunities that customers might have missed. Learn the art of asking strategic questions that uncover real needs beyond the obvious.
Master Strategic Questioning Techniques
Develop expertise in different questioning approaches that help buyers think differently about their challenges. Learn when and how to use various types of questions to gather crucial information and guide customer thinking.
Building Trust with Key Decision Makers
Create strategies to establish credibility with senior executives and build relationships across complex buying committees. Understand how to communicate effectively at different organizational levels.
Developing Value-Based Solutions
Connect your solutions to specific business outcomes that matter to customers. Learn how to present proposals that highlight tangible value rather than just features and specifications.
Leading Meaningful Business Discussions
Guide conversations that help customers gain new insights about their business. Practice techniques for steering discussions toward productive outcomes while maintaining customer engagement.
Guiding Complex Buying Decisions
Help buying groups reach consensus and make confident decisions. Learn how to handle competing priorities among stakeholders.
How can I measure the ROI (Return on Investment) of sales training for our company?
Measuring the ROI of sales training involves tracking key performance indicators (KPIs) before and after the training to assess the impact on your business. Examples of some of the KPIs tracked include increased sales revenue, higher closing rates, improved customer satisfaction, and shorter sales cycles.
Which countries/locations can you provide training for?
We are committed to serving clients around the world. Our training programs have been successfully delivered in various international locations including the United States, Canada, Europe and all APAC countries.
Regardless of your organization's location, we can work with you to provide high-performance sales training solutions tailored to your specific needs and objectives.
Our global reach ensures that businesses in different countries can benefit from our expertise in optimizing B2B sales teams.
CONSULTATIVE SELLING TRAINING PROGRAM MATERIALS
INCLUDED TRAINING MATERIALS
All participants receive complete Consultative Selling workbooks and post-training reinforcement content delivered over 3 months to maximize retention and implementation of new skills.
Lead Sales Conversations That Matter
Help clients see value beyond price
GUIDE BETTER SALES CONVERSATIONS
Lead more meaningful sales discussions now: Get a customized training plan and discover the right modules for your sales team. Our experienced program advisors are ready to understand your needs.
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