Consultative Selling and Solution Sales
Buyers respond less to product pitches and more to sellers who understand their problems. This course develops a consultative approach that uncovers needs and shapes tailored solutions. Delegates practise questioning, listening, and building value throughout the sales conversation.
Course outline
What this programme covers, module by module.
- 01Researching and qualifying prospects before engaging
- 02Asking questions that uncover real business needs
- 03Positioning solutions around the buyer's priorities
- 04Building and quantifying compelling value
- 05Handling objections without becoming defensive
- 06Advancing the sale toward a clear commitment
- 07Mapping the buyer's decision process
What you will gain
- Research and qualify prospects effectively
- Ask questions that uncover real needs
- Position solutions around buyer priorities
- Build and communicate compelling value
- Handle objections with confidence
- Advance and close the sale
Who should attend
- Field and inside sales representatives
- Account managers
- Business development staff
- Technical sales professionals
Upcoming sessions
| Date | City | Duration | Fees | Book |
|---|---|---|---|---|
| 2 to 4 Nov 2026 | Cape Town | 3 Days | R13,000 | |
| 24 to 26 Nov 2026 | Johannesburg | 3 Days | R13,000 | |
| 11 to 13 Jan 2027 | London | 3 Days | US$1,500 | |
| 1 to 3 Feb 2027 | Dubai | 3 Days | US$1,500 | |
| 19 to 21 Apr 2027 | Pretoria | 3 Days | R13,000 | |
| 28 to 30 Jun 2027 | Durban | 3 Days | R13,000 |
Fees are per delegate and exclude VAT. Public intakes are confirmed once minimum numbers are met. We also deliver this course on your own schedule, in-house or live online.
Enquire about this course
Register your team or ask for a tailored in-house quote. We reply within one working day.
WhatsApp usCourse brochure (PDF)- Fees from
- R13,000 per delegate
- Duration
- 3 Days
- Field
- Sales, Marketing & Customer Service
- Formats
- In-house, public, online
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