Sales
Consultative Selling Foundations
A practical two-day course for sales professionals and customer-facing teams who need buyer-centered discovery, stakeholder alignment, value framing, objection handling, proposal planning, and pipeline discipline.
- Format
- Live virtual, in-person, or private on-site
- Duration
- 2 days
- Level
- Introductory
- From
- $1295.00
About this course
Course overview
Build a sales conversation around the buyer, not the pitch.
Consultative Selling Foundations is a two-day course for sales professionals, account managers, customer-facing consultants, and growth teams who need a practical, buyer-centered approach to discovery and opportunity advancement. Participants learn how to uncover business needs, map stakeholders, qualify mutual fit, frame value, handle objections, plan proposals, and create next-step commitments.
The course is designed for teams that want repeatable sales habits without relying on scripts, pressure tactics, or generic product pitches. Learners leave with a discovery conversation guide, account and stakeholder map, buyer-centered value message, proposal outline, and 30-day consultative selling action plan.
Learning outcomes
What you'll learn
Every module is tied to an outcome you can bring back to your team the next day.
- Move from product pitching to buyer context, business outcomes, problems, constraints, and decision criteria
- Use practical qualification to understand need, authority, impact, timing, risk, and buyer commitment
- Ask useful discovery questions, listen for business drivers, uncover current-state pain, and identify success measures
- Map economic buyers, champions, users, blockers, influencers, technical reviewers, and approval paths
- Connect capabilities to measurable outcomes, cost of inaction, implementation realities, and decision confidence
- Handle objections, negotiate next steps, document commitments, and maintain a healthy pipeline rhythm
- Document 16.0 PMI education PDUs: 4 Ways of Working, 8 Power Skills, and 4 Business Acumen
Audience
Who it's for
- Sales professionals, account managers, business development representatives, and customer-facing consultants
- Growth teams that need a shared approach to discovery, qualification, value messaging, and opportunity advancement
- Technical, product, implementation, or advisory professionals who support sales conversations
- Organizations that want practical sales discipline without pressure tactics or generic product pitching
Course structure
Syllabus
A structured path from core concepts to applied practice.
Day 1 - Buyer Context, Discovery, and Qualification
- Consultative selling versus product pitching, pressure selling, order taking, feature dumping, buyer trust, credibility, curiosity, business outcomes, and sales ethics
- Ideal customer profile, target account context, industry signals, trigger events, business priorities, and stakeholder maps
- Buying groups, champions, blockers, economic buyers, technical reviewers, user communities, and decision paths
- Discovery goals, question strategy, active listening, follow-up questions, silence, summarizing, and confirmation
- Current state, desired future state, business pain, impact, constraints, urgency, success measures, and risks
- Need, authority, timing, budget, decision process, competition, mutual action planning, next-step commitments, and respectful disqualification
Day 2 - Value, Objections, Proposals, and Opportunity Advancement
- Value hypotheses, business outcomes, implementation considerations, measurable success, differentiators, proof points, and cost of inaction
- Common objections, concern diagnosis, reframing, trade-offs, price pressure, timing resistance, and competitor positioning
- Negotiation mindset, give-get discipline, trust protection, decision criteria, and escalation boundaries
- Proposal structure, executive summaries, problem framing, scope, outcomes, proof, assumptions, risks, and next steps
- Close plans, procurement paths, implementation handoff, customer success transition, and expectation setting
- Pipeline stages, deal quality, forecast hygiene, stalled deals, follow-up language, CRM hygiene, learning loops, and 30-day action planning
Public cohorts
Upcoming sessions
Secure your seat in a live, instructor-led cohort. Private team deliveries available on request.
No public cohorts on the calendar yet.
We run this course as a private team cohort on demand, or you can be the first to know when the next public date drops.
Frequently asked questions
Still have questions?
Is this course tied to a specific sales methodology?
Is this only for salespeople?
What do participants leave with?
How many PMI PDUs does this course provide?
Can this be tailored for private teams?
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Bring this training to your team
We deliver private cohorts in-person and online, tailored to your operating context.