Consultative Selling Mastery™
Consultative Selling Course Features
SUBJECT
Consultative Selling
DURATION
2 Days
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
Competitor Analysis
Module 2
Sales Prospecting
Module 3
Selling Styles
Module 4
Sales Psychology
Module 5
Needs Analysis
Module 6
Solution Development
Module 7
Objection Resolution
Module 8
Sales Closure
Participant Challenges
You regularly encounter challenging sales objections, indecisiveness, and delayed decisions that waste your time and momentum. Your prospects withhold information, avoid follow-up, and fail to see the urgency in moving forward, leaving you second-guessing your pitch. You are tired of losing business to competitors who offer less but somehow always win more. The pressure to meet your sales targets grows, yet conversations with prospects drift without direction or impact. You feel stuck between chasing short-term wins and building lasting customer relationships, with no consistent approach to guide you from first contact to close. Act now or risk fading into the background in a market that demands clarity, confidence, and control.
Course Objectives
Designed and delivered by Nicholas Hill Academy Ltd, this course equips you to outperform competitors by strengthening your personal value proposition and communicating it clearly. You identify and engage decision makers faster, using proven sales techniques to open doors and build rapport. You adopt flexible selling styles that uncover real needs and influence buying decisions. Through powerful psychological insights, you turn hesitation into commitment and move prospects towards confident action. You lead sales dialogue that resolves objections and presents solutions that are tailored and compelling. Long term, you build a stronger pipeline, increase conversion rates, and drive measurable growth for your organisation.
Day One
Maximising Sales Performance™
Module 1: Competitor Analysis
Outcomes
• Be a leader in your field by widening the gap between you and your competition • Discriminate between your unique features and benefits to market them effectively • Produce your ‘elevator pitch’ that causes people to listen and take immediate action
Syllabus
Internal Strategic Appraisal, Competitive Intelligence, Competitor Weakness Analysis, Competitor Advantage Analysis, Unique Selling Proposition, USP Differentiators, USP Development, Sustaining Competitive Differentiation, Feature-Benefit Analysis
Module 2: Sales Prospecting
Outcomes
• Identify your target audience before taking your first step in the sales process • Design your practical and realistic telesales or telemarketing call frameworks • Lead discussions with gatekeepers to establish rapid contact with decision-makers
Syllabus
Decision-Maker Contacts, MAN Qualification, Decision-Making Units, Access Management Roles, DMC Successors, Prospect Analysis, Telephonic Performance Metrics, Call Scripts, Call Frameworks, Telephonic Engagement, Telesales Process, Telemarketing Process
Module 3: Selling Styles
Outcomes
• Explore six archetypal selling styles and four primary sales contexts employed today • Adopt a consultative selling style to uncover your genuine and unspoken customer needs • Encourage a selling style commonality to nurture a winning culture in your salesforce
Syllabus
Competition-Oriented Selling, Product-Oriented Selling, Image-Oriented Selling, Rapport-Oriented Selling, Needs-Oriented Selling, Service-Oriented Selling, Hunter Selling, Farmer Selling, Shopkeeper Selling, Repairperson Selling, Spin Selling, Situational Selling
Module 4: Sales Psychology
Outcomes
• Ensure that your customers stop dithering and commit to taking immediate action • Help your customers become conscious of problems and respective consequences • Transform apathy towards your products or services into decisions to move forward
Syllabus
Consumer Behaviour, Decision-Making, Cognitive Biases, Buying Drivers, Social Proof, Reciprocity Principles, Scarcity Effect, Anchoring Bias, Framing Effects, Loss Aversion, Priming Techniques, Psychological Pricing, Impulse Buying, Post-Purchase Dissonance
Day Two
Closing High-Value Deals™
Module 5: 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 6: 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 7: 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 8: 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
- 2 Days
- 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
- 2 Days • 4 Half Days • 8 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
- 2 Days • 4 Half Days • 8 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
- 2 Days Training
- 09:00 - 17:00 GMT/BST
- Leaders and Managers
- 5 Delegates Capacity
- Virtual Classroom
Time Remaining
- 00Days
- 00Hrs
- 00Mins
- 00Secs
Start
15 May, 2025
End
22 Sep, 2025
- Consultative Selling Mastery
- 04 Places Remaining
£895
+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