CATEGORY TYPE: Sales & Marketing

COURSE NAME:Sales College II - Up-to-date Consultative Selling Workshop


This course can be scheduled at your convenience, to request this course please click here


With buyers becoming more and more sophisticated in their requirements, and more aware of their buying power, the role of the sales professional has been transformed. Selling is now about listening and enabling - enabling individuals to meet objectives and companies to meet their goals.

 The consultative selling is facilitating this process so that the sales professional can assist their client in finding the most attractive, functional and tailored solution. This helps develop a long term partnering relationship, which is focused entirely on the client and their business needs. The ethos of this course is that a sale is a behavioral competency, based on listening, mutual respect and agreement. It is this that will cement relationships, exceed client expectations and provide sources of income over longer periods of time. It is a cerebral approach to the art of selling and is designed to re-align sales thinking towards behavioral relationships.

  • Successful Sales: What is consultative selling? What are the qualities of the successful consultative sales person? Researching the client - conducting a PESTLE and SWOT analysis to ascertain long term influences on a client's business. Understanding prospects and research methods and how these can be used in the sales process.
  • Communication: The communication tree - how the sales person communicates. Active listening techniques to help in rapport building - the importance of the 80/20 rule. Making your client flexible - a 3-point plan to establish priorities and preferences. Structuring the sales contact. The importance of structure NOT scripts. Developing your own sales style. Opening the contact with effective statements of intent. The four part structure - to control the meeting and maximize the opportunity. Investigation techniques that help the client think more strategically about problems and desires. Tailoring your pitch, using appropriate benefits, based on the four key buying motivations. Gaining commitment as part of the consultation process. Retaining control while managing objections in both organizations and how to develop contacts.
  • Service and Service Recovery: The delivery agenda - ensuring that the client gets what they need. What happens when sales go wrong - handling complaints. Increasing positive perceptions through managing expectations and exceeding expectation.
  • Understand the difference between a consultative sales process and more traditionally based sales.
  • Understand the communication process and how this affects relationship building on the telephone and face-to-face.
  • Make clients flexible by exploring their priorities and preferences.
  • Approach the sale in a methodical and structural way,
  • Build long term partnering relationships bases on listening and trust.


           ·          Salesmen - sales Superviosrs Sales managers.


    • 5 Day(s)

    The presentation is generally appealing to me. The dedication & devotion of the instructor are both laudable & admirable.
    Mohammed F. Alotaibi

    Really this course is important for any inspector, so I will recommended it for our employees. And thanks a lot!
    Ahmed Al-Yami

    You are doing excellent bringing such very talented instructor. Please keep it up.
    Ahmed Afifi
    Al-Zamil CoolCare

    I would like to appreciate you as well as the instructor for a good training due to the fact that the helping to gain new information about the types of valve with advantages and disadvantage as well. Many thinking.
    Zaki Ali Aldawood

    This course was very beneficial and helpful to understand one of the Major NDT method. I encourage ITC to continue with this performance.
    Talal Saad AlHasawi

    ITC service was in overall excellent. Thanks.
    Wael M. Morsy

    This course was good and a nice guide to the PMP exam. Thanks.
    Yazeed Mohamed Mreki
    General Authority of Civil Aviation (GACA)

    It was good course & good preparation with excellent instructor. Thanks a lot.
    Faisal Mahdi Al-Qahtani

    It was a nice course to have. I suggest taking this course with the same instructor to other people. Thanks for the instructor for his kindness & helfull during the course.
    Abdul-Moniem Al-Humoud

    It is very important course, which enable us to improve our knowledge to work approaching our big account and can be recall us the key account. This is will support us to active result for the best of the Co.
    Mohammed Amjad
    Al-Suwadi Services

    The instructor is highly and technical knowledgeable in explaining all the subject in the course taken.
    Noel V. Garan
    Coldstorec Group Of Saudi Arabia

    Instructor was well prepared and knowledgeable I gain lot of useful information.
    Gulam Khan
    Saudi Aramco

    It was a good learning experience. Got to know the concept involved in key account.
    Muthuraman Nachiappan
    Al-Suwadi Services

    The instructor Mr. Ahmed Sabry has a very nice spirit.
    Salam Fakhoury
    Al Khodari Company

    It is very useful to us and increase our knowledge.
    Mohammed Rashed Afifi
    Al Khodari Company

    The course is excellent and helpful. It help me in organizing the work in more safe manner.
    Muzammil Hayat
    Al Khodari Company

    The instructor is very knowledge and hard working, his way of teaching is very good.
    Ibrahim Darwish
    Al Khodari Company