Leading the business

Consultative selling skills

We have developed this course to improve your understanding of clients’ needs and motivations, and your ability to add value to their organisation.

2 days

Next available:

Members: £995 + VAT
Non-members: £1,215 + VAT
Bring a colleague for free

Bring a colleague for FREE

Course Location & Date
Consultative selling skills
£995.00 Plus vat
Non Members:
£1,215.00 Plus vat


We have developed this course to improve your understanding of clients’ needs and motivations, and your ability to add value to their organisation.

Understanding your clients’ needs, their motivations and your ability to add value to their organisation is paramount in developing a successful consultative approach. The consultative approach requires listening and questioning in order that you are able to respond flexibly within customer situations.

This course is intended for engineers involved in selling products or services to clients, both internal and external. The focus is on creating relationships rather than the traditional “hard” sales process and utilises a partnership approach that benefits the client and provides long-term rewards for both parties.

Who should attend?

This programme is suitable for engineers and non-engineers at all levels.

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. 
  • Understand and practise the process of consultative selling to ensure a win-win partnership approach. 
  • Effectively use rapport and questioning techniques to facilitate meaningful needs analysis with a range of clients.
  • Understand types of buyers, your impact with them, and the primary methods of selling to them. 
  • Take a journey throughout the sales process from first needs analysis meeting through to the final presentation. 
  • Feel confident in selling, using consultative methodologies to 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

  • Introduction to consultative selling.
  • Communication process and key skills. 
  • Core communication skills.
  • Personal styles.
  • Influencing others.
  • Effective planning and account management.
  • Sales meeting techniques.
  • Role plays.

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 skills.

  • 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.

We offer in house 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:
    London, Coventry
  • CPD Hours:
  • Accredited:
  • UK-Spec:
    C, D

Need some help?

Contact us if you have any questions about our training courses.

Terms & conditions of booking IMechE training

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Online learning

Learn at your own pace and location of your choice with one of our eLearning options.

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Online qualifications

Free webinars

Available dates for Consultative selling skills

2 day course

23-24 Oct 2019
6-7 Apr 2020 10% discount available until 6 February
10-11 May 2020 10% discount available until 10 March

Require a different date or location? Or want to train a group in house?

We can customise any of our courses and deliver them in-house, for your entire team. It could also save you money, especially as you would save travel time.

More about In-house and bespoke training

Register your interest

Members: £995 + VAT

Non-members: £1,215 +VAT

Bring a colleague for free

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