Closing High-Value Deals™
Consultative Selling Course Features
SUBJECT
Consultative Selling
DURATION
1 Day
CERTIFICATION
ILM-Recognised
TRAINER
Nicholas C. Hill FCMI FIoL FIC
PARTICIPANTS
Leaders and Managers
DELIVERY
Open Scheduled • 1-2-1 • In-House Tailored
FORMAT
Classroom • Virtual Classroom • Hybrid
MATERIALS
Hard Copy Workbooks • Digital Workbooks
Instructor-Led Consultative Selling Training
Master Trainer Nicholas Hill
Nicholas C. Hill FCMI FIoL FIC is a seasoned master trainer and the creator of 68 ILM-Recognised courses. His training is high-impact and results-driven, presented in classroom and virtual classroom formats. Since 1996, he has delivered training for over 700 organisations, leading to team improvements of up to 234% in performance, 136% in efficiency, and 104% in productivity.
Consultative Selling Course Summary
Module 1
Needs Analysis
Module 2
Solution Development
Module 3
Objection Resolution
Module 4
Sales Closure
Participant Challenges
You hold sales conversations without a clear structure and struggle to uncover what truly matters to your prospects. Your proposals sound generic, fail to grab attention, or collapse under basic objections. You hesitate at key moments, avoid direct closes, or push too hard too soon. Opportunities stall, trust weakens, and deals drift. If you delay change, high-value prospects disengage, competitors take control, and your pipeline continues to underperform.
Course Objectives
Designed and delivered by Nicholas Hill Academy Ltd, this course empowers you to lead purposeful sales meetings, uncover hidden needs, and customise solutions your prospects find irresistible. You handle objections with intelligent rebuttals, present value with conviction, and close high-value deals confidently. Long-term, you increase sales conversions, shorten sales cycles, and earn trust as a credible sales consultant.
One Day
Closing High-Value Deals™
Module 1: Needs Analysis
Outcomes
• Identify the conscious and unconscious requirements of your prospective customers • Discover your customer’s motives for buying to personalise and lead the sales process • Respond to buying or warning signals, and then ask your questions in the correct order
Syllabus
Customer-Centricity, Customer Needs Fulfilment, Open-Ended Questioning, Closed-Ended Questioning, Socratic Questioning, Funnel Questioning, Leading Questioning, Reflective Questioning, Formative Assessment, Emotional Triggers, Objection Preemption
Module 2: Solution Development
Outcomes
• Design customised and irresistible packages that go beyond your prospects’ needs • Lead your tailored sales presentations with integrity, credibility, and persuasion • Present your product knowledge clearly and concisely, without any waffle or jargon
Syllabus
Plain English, Problem-to-Solution Framing, Solution Customisation, Value Positioning, Value Quantification, Assumptive Vocabulary, Nonverbal Communication, Payback Period, Agreement Invitations, Trial Closing, Visual Aids, Product Demonstrations
Module 3: Objection Resolution
Outcomes
• Uncover your prospects’ spoken and unspoken objections to reveal the genuine barriers • Develop the probing skills of influential leaders to clarify and resolve deep suspicions • Identify and circumnavigate any false objections quickly to prevent time-wasting
Syllabus
Stakeholder Involvement, Buyer Resistance, Objection Handling, Objection Reframing, Condition Qualification, Condition Assessment, Socratic Probing, Empathic Response and Alignment, Reasoned Response Bridging, Evidence-Based Persuasion, Adaptive Rebuttals
Module 4: Sales Closure
Outcomes
• Test and lead a variety of creative and proven methods to close more of your sales • Use trial closes at particular points in the sales process before finalising the sale • Ask for your sales orders at the appropriate time and with absolute self-confidence
Syllabus
Alternative Choice Close, Directive Close, Process Close, Minor Point Close, Time-Sensitive Close, Balance Sheet Close, Emotional Close, Summary Close, Assumptive Close, Sharp Angle Close, Takeaway Close, Columbo Close, Testimonial Close, Scarcity Close
Consultative Selling Training Delivery
Open Scheduled Course
Develop Your Skills
Enjoy powerful and cost-effective learning and development from the comfort of your home or office. Benefit from our practical and relevant training content while interacting with our master trainer and like-minded delegates from other industries.
- Leaders and Managers
- 1 Day
- Virtual Classroom
1-2-1 Tailored Course
Master Your Skills
Solve your workplace problems in private and in confidence. Receive undivided personal attention and explore modules tailored to your needs. Schedule the training to suit your pace and calendar, then watch your knowledge and skills go through the roof.
- Management Level Tailored
- 1 Day • 2 Half Days • 4 Quarter Days
- Classroom • Virtual Classroom
In-House Tailored Course
Develop Your Team
Engage in team building and develop unity through shared goals that align your team’s thinking and behaviour. We facilitate your team discussions and tailor our modules, timings, and delivery style to your organisational vision, mission, and culture.
- Management Level Tailored
- 1 Day • 2 Half Days • 4 Quarter Days
- Classroom • Virtual Classroom
Consultative Selling Open Courses
Included Materials
- Certificate of Achievement
- Digital Interactive Workbooks
- Professional Leader Subscription
- Pre-Course Diagnostic Consultation
- Post-Course Results Consultation
- Post-Course Email Mentoring
Optional Materials
- ILM-Recognised Certificate
- Hard Copy Workbooks
- Hard Copy Leadership Journal
- Leadership Principles Merchandise
- Leadership Style Mapping
- Post-Course Leadership Coaching
Course Features
- Master Trainer
- 1 Day Training
- 09:00 - 17:00 GMT/BST
- Leaders and Managers
- 5 Delegates Capacity
- Virtual Classroom
Time Remaining
- 00Days
- 00Hrs
- 00Mins
- 00Secs
On
15 May, 2025
- Closing High-Value Deals
- 04 Places Remaining
£495
+VAT PER DELEGATE
Consultative Selling Course Reviews
"Nicholas Hill is a very knowledgeable and passionate coach and trainer!"
M. Sunderland Operations Directo Office of the Immigration Services Commissioner
"This course was too advanced for me, but it helped me to manage my time."
N. Brydon, Food and Beverage Manager The Elvetham Hotel Ltd
"Following your training, we are now turning around our business performance."
A. Panatti Sales Director Finish Creative Ltd
"The results achieved in this training are above and beyond what I was expecting."
S. Baker Managing Director Merritt & Baker Consultancy Ltd
"You positively changed my attitude toward leadership and management."
J. Mears General Manager Integrated Pathology Partnerships Ltd
"Outstanding and excellent feedback from our 42 delegates over four years."
O. Klochkova Chief Operations Officer Playson Ltd