Business and commercial

Consultative selling

Understand client needs, motivations and concerns, and solve their problems whilst adding value.

2 days

Next available:

Members: £1,095 + VAT
Non-members: £1,350 + VAT
Bring a colleague for free

Bring a colleague for FREE

Course Location & Date
Consultative selling
10% early bird discount applied
Hurry! 60 days left
£1,095.00 £985.50 Plus vat
Non Members:
£1,350.00 £1,215.00 Plus vat


Understand client needs, motivations and concerns, and solve their problems whilst adding value.

Consultative selling focuses on creating value and building relationships and trust before discussing solutions, as opposed to the traditional “hard” sales process. This helps you to truly understand your clients’ needs, their motivations and the value you can add to their organisation. A consultative approach requires good listening and questioning skills to respond flexibly to customer situations and successfully deliver on their outcomes. 

Because it focuses on a partnership approach that benefits and provides long-term rewards for both parties, consultative selling is extremely effective in creating long-term, trusted relationships.

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Verified by an engineer, Sam Cott
"It’s difficult to correlate precisely with the course but one of my accounts grew by 120% afterwards. I’ve felt able to tackle some of their broader business challenges."
Read more

Who should attend?

Engineers involved in selling products or services to clients, both internal and external will gain immense value from this course. It focuses on a partnership approach that benefits the client and provides long-term rewards for both parties.

How will I benefit?

After the course you will be able to:

• Understand your natural sales style, its strengths and limitations, and have an action list to improve your performance

• Create effective partnerships with clients that are productive, meaningful, profitable and long-term

• Examine and practise the process of consultative selling to ensure a win-win approach

• Effectively use rapport, listening and questioning techniques to facilitate meaningful needs analysis with a range of clients

• Understand types of buyers and the primary methods of selling to them

• Acquire a thorough grounding in the sales process from an initial needs analysis meeting through to the final presentation and close.

• Feel confident in selling, using consultative methodologies with a wide range of clients

Contributes 14 CPD hours

The processes and approaches shared were very compelling and I will certainly be using them in upcoming projects.

Keir Haines Designability

Key topics

• Definition of consultative selling and some of the principles

• Explore the communication process and examine the obstacles that can hinder it

• Understand core communication skills. Examine the key skills in relation to consultative selling, including rapport building, listening, questioning and handling objections

• Explore our own patterns of behaviour and communication how this can influence our sales styles. Assess how we deal with others and how to adapt our style to suit the individual and situation

• Influencing strategies and sales techniques to structure questioning and help positioning

• Build the organisational needs and values of clients and potential clients into the picture whilst using account management tools to plan strategy and set objectives

• Focus on types of buyers, their needs and building value into a proposition in order to gain commitment.

Mapped against UK- SPEC competencies: C and D

  1. Responsibility, management or leadership - For Incorporated and Chartered Engineers: 'Provide Technical and commercial leadership’
  2. Communication and inter-personal skills - For Incorporated and Chartered Engineers: 'Demonstrate effective interpersonal skills’

Meet our trainers

These trainers regularly teach Consultative selling.

  • John Hattam

    John Hattam

    John has built a successful consulting business in both the private and public sectors, specialising in sales and marketing, product and customer development, and business planning.

In-house and bespoke training

Tell us your team's CPD needs and we'll come to you with a specialised training programme, customised for your engineering sector.
Contact our advisors if you need help finding the most appropriate training for your team.


At a glance

  • Duration:
    2 days
  • Location:
  • CPD Hours:
  • UK-Spec:
    C, D

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Available dates for Consultative selling

2 day course

19-20 Sep 2024 Bring a colleague for free
10% discount available until 19 July

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Non-members: £1,350 +VAT

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Some of the companies we've worked with

  • Alten
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  • bmt
  • Bombardier
  • Bombardier
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  • sse

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