Consultative Sales Skills

Programme Summary

Consultative selling begins with understanding customer circumstances and building a credible case for value. This programme develops practical skills in discovery, qualification, solution presentation and ethical objection handling. Participants practise realistic sales conversations and prepare a customer proposal that connects stated needs with relevant benefits, transparent assumptions and a clear next step in the buying process.

Training Objectives

1 Strengthen customer discovery and needs analysis; 2 Improve qualification of genuine sales opportunities; 3 Develop credible value propositions and presentations; 4 Support ethical objection handling and commitment; 5 Build disciplined followup and sales opportunity records.

Learning Outcomes

1 Conduct a structured customer discovery conversation; 2 Qualify an opportunity against relevant criteria; 3 Translate needs into a clear value proposition; 4 Respond constructively to common sales objections; 5 Prepare a credible proposal and followup plan.

Target Audience

Sales Executives; Business Development Officers; Technical Sales Engineers; Account Executives; Sales Consultants; Sales Supervisors.

Target Industries

Industrial Equipment; IT Services; Professional Services; Business Supplies; Logistics Services; Construction Products.

Course Contents

• Module 1 Consultative Sales Context: Customer outcomes and business value; Buying processes and decision responsibilities; Ethical conduct and truthful representation.
• Module 2 Opportunity Preparation: Customer research and business priorities; Product relevance and competitive alternatives; Hypotheses to test during discovery.
• Module 3 Discovery Conversations: Open questions and active listening; Current situation problems and consequences; Stakeholder needs and desired outcomes.
• Module 4 Opportunity Qualification: Need fit timing and decision process; Budget resources and implementation constraints; Evidence gaps and realistic opportunity stages.
• Module 5 Value Proposition Development: Linking capabilities to customer outcomes; Quantifying value with transparent assumptions; Differentiation supported by credible evidence.
• Module 6 Solution Presentation: Structuring a customer focused recommendation; Demonstrations examples and relevant proof; Clear limitations exclusions and dependencies.
• Module 7 Handling Objections: Clarifying concerns before responding; Evidence based answers and alternative options; Recognising genuine mismatches and boundaries.
• Module 8 Commercial Discussions: Price value and total ownership considerations; Concessions conditions and approval limits; Aligning expectations before formal negotiation.
• Module 9 Commitment and Next Steps: Testing understanding and readiness; Agreeing specific mutual next actions; Avoiding pressure and misleading urgency.
• Module 10 Sales Followup: Accurate opportunity records and forecasts; Timely useful communication and reminders; Coordinating technical and delivery handovers.
• Module 11 Relationship Development: Maintaining trust after the sale; Feedback service issues and renewal opportunities; Identifying additional needs responsibly.
• Module 12 Sales Conversation Simulation: Conducting discovery and solution discussions; Responding to customer concerns; Preparing a credible proposal and action plan.

Assessment

• 60 single best answer questions, including applied scenarios; one mark per question.
• 90 minute invigilated digital examination with identity verification. Approved accessibility adjustments preserve the assessed competence.
• Supplied reference pack permitted; external internet and AI assistance prohibited.
• Individual applied assessment (60 minutes): Conduct a discovery and solution roleplay, qualify the opportunity and prepare a concise value proposal with evidence, assumptions and agreed next steps.
• Assessment criteria: Quality of needs discovery and qualification; Relevance and credibility of the value proposition; Ethical handling of concerns and commitments.
• Pass each component separately: 45/60 written marks (75%) and at least 70% on the applied task.
• All mandatory criteria must pass: Do not misrepresent product capabilities or customer evidence.
• Individual results and feedback are provided. One reassessment may follow coaching under the published enrolment terms.

Certification

• Successful learners receive a TQCSI Arabia digital Certificate of Successful Completion.
• The certificate records the learner name, exact programme title, teaching hours, completion date and unique verification reference.
• Verified identity, full attendance and separate written and applied passes are required; all mandatory critical criteria must be met.
• Proposed issue target: within 30 calendar days of approved results and settlement of applicable fees.
• Records assessed consultative selling skills; it does not confer regulated sales authorisation or guarantee sales performance.
• Attendance confirmation may record completed hours for unsuccessful learners; it does not certify successful completion.

Programme Profile

Number of daysNumber of daysNumber of days

333

Total teaching hoursTotal teaching hoursTotal teaching hours

18 hours; breaks, pre course work and formal final assessments excluded.18 hours; breaks, pre course work and formal final assessments excluded.18 hours; breaks, pre course work and formal final assessments excluded.

Delegates allowedDelegates allowedDelegates allowed

Maximum 20 delegates.Maximum 20 delegates.Maximum 20 delegates.

Training prerequisitesTraining prerequisitesTraining prerequisites

Suitable for sales professionals and customer facing technical specialists. Basic product or service knowledge is recommended.Suitable for sales professionals and customer facing technical specialists. Basic product or service knowledge is recommended.Suitable for sales professionals and customer facing technical specialists. Basic product or service knowledge is recommended.

Pre course assignment and assessmentPre course assignment and assessmentPre course assignment and assessment

Review a fictional customer brief and identify discovery questions during a 25 minute exercise.Review a fictional customer brief and identify discovery questions during a 25 minute exercise.Review a fictional customer brief and identify discovery questions during a 25 minute exercise.

End of course assessmentEnd of course assessmentEnd of course assessment

60 question written exam (90 minutes) and individual applied task (60 minutes).60 question written exam (90 minutes) and individual applied task (60 minutes).60 question written exam (90 minutes) and individual applied task (60 minutes).

Passing criteriaPassing criteriaPassing criteria

75% written and 70% applied, passed separately; full attendance. All mandatory criteria must pass.75% written and 70% applied, passed separately; full attendance. All mandatory criteria must pass.75% written and 70% applied, passed separately; full attendance. All mandatory criteria must pass.