This course equips sales professionals with the psychological and practical tools to build authentic, high-trust relationships that drive better outcomes. Delegates will learn to ethically apply Cialdini’s principles of influence, adapt their communication to diverse buyer styles, and map complex decision-making units to engage the right stakeholders at the right time. By mastering the TED PIE framework to uncover hidden needs and crafting value propositions centred on business impact — not price — they will shift conversations from transactional to strategic. The result is greater confidence in handling objections, negotiating win-win concessions, and closing deals that feel natural, consultative, and sustainable.
This two-day Sales Consultative Selling course gives you the tools to build real influence — ethically. You’ll learn to read buyer styles, map decision-makers, and uncover hidden needs using proven frameworks like and principles. Shift from pitching products to solving business problems. Handle objections with confidence. Negotiate win-win outcomes. Close deals that last.
Available as an open course, closed group session, or one-to-one coaching. Counts towards twelve CPD hours.
To find out more, contact us at lets talk at e q v dot co dot uk.
Counts towards 12 CPD Hours2 Days9:00 - 5:00 for GroupsOpen Public & Closed Group
Please reflect on one or more of the questions below and come prepared to discuss your responses during the session.
Self-Assessment: On a scale of 1–10, how would you rate your current skill level in this subject? What factors influenced your rating?
Development Focus: Identify one specific behaviour, skill, or capability you would like to improve or develop further.
Relevant Examples: If possible, bring one or two relevant examples or scenarios from your experience that you would be willing to share with the group.
What You Will Learn
Apply Cialdini's Six Principles of Influence ethically to build immediate trust and authority
Identify and adapt communication styles to match Driver, Expressive, Amiable, and Analytical buyers
Map the Decision-Making Unit (DMU) to identify champions, blockers, and decision-makers
Utilise the TED PIE framework to uncover latent needs and agitate the cost of inaction
Construct compelling value propositions that shift the focus from price to business outcomes
Handle objections with confidence using isolation, clarification, and reframing techniques
Negotiate concessions using the 'If you... then I...' conditional exchange model
Execute closing techniques that feel natural and logical rather than pushy
Your Post-Course Challenge
Within 30 days, apply the TED PIE framework in at least three real sales conversations.
Identify the Social Style of your next client and adapt your approach accordingly.
Map the Decision-Making Unit for your next major opportunity.
Use the 'If... Then...' technique in your next negotiation to protect value.
Reflect on how your confidence in presenting price has changed.
Counts Towards 12 CPD Hours
This course contributes 12 hours of Continuing Professional Development. Delegates can log these hours as evidence of structured learning for professional bodies and employers.
This course is designed for professionals who want to move beyond transactional selling and build deeper, more trusted relationships with clients. Whether you're new to consultative approaches or looking to refine your existing skills, it provides the tools to engage stakeholders more effectively and deliver solutions that truly address business needs.
This course is ideal for:
Sales executives who want to shift from product pitching to value-based conversations
Account managers seeking to strengthen long-term client relationships and increase retention
Business development managers aiming to win more complex, multi-stakeholder deals
Sales team leaders looking to equip their teams with a consistent, ethical sales methodology
Customer success professionals who need to identify expansion opportunities through trusted advice
Technical specialists involved in sales conversations who wish to communicate value more effectively
No prior experience needed
This course is accessible to professionals at various stages of their sales journey. While some foundational sales experience is helpful, the programme is structured to support both those new to consultative selling and experienced sellers wanting to elevate their approach.
What you will take away
Delegates leave with increased confidence in handling complex sales conversations, a clearer ability to uncover client needs, and practical techniques to present solutions that resonate with business outcomes. You’ll also gain strategies to negotiate ethically and close deals in a way that feels natural and builds long-term trust.
For Groups & Teams
We can deliver this training session in several ways to suit your organisation’s needs:
Open Public Course
Join delegates from other organisations on a scheduled date
Closed Group
Exclusively for your team, using your real scenarios
In Person
Face-to-face at your premises or a venue of your choice
Virtual
Live, interactive online delivery via Teams or Zoom
One-to-One Coaching
Personalised sessions tailored entirely to you
Have two or more people to train?
You may want to consider a closed group course. Benefits include:
Cost effective for teams
Choose a date to suit you
Customise content and timings
No minimum delegate numbers
Uses your real-world scenarios
Builds shared language in your team
Contact us on [email protected] to discuss specific dates and delivery requirements.
How Our Tutor-Led Courses Are Delivered
Before the day
Delegates are given pre-work to complete before attending. This ensures everyone arrives with relevant context and real scenarios from their own experience, so learning is immediately relevant and actionable from the first minute.
On the day
Our sessions are participative and highly interactive. We don’t do “death by PowerPoint” — instead, the day includes a variety of engaging activities throughout:
Real-world casework using your scenarios
Practical hands-on exercises
Real Play (not role play) simulations
Peer learning and group discussion
Case studies and scenario work
Facilitated discussion and structured reflection
What you leave with
Participants leave with:
Practical tools — frameworks and models you can use straight away
Clear action plans — specific next steps tailored to your role
Greater confidence — built through intensive, realistic practice
Skills you can apply immediately — not theory, but techniques tested during the day
After the day
Post-session measurements and a 30-day challenge ensure that learning is embedded and behaviour change is sustained.
Key Features
Course Duration is 2 Day
Engaging tutor led event
Comprehensive course materials
Certificates of attendance
Access to Customer Portal (course bookers)
Course Guarantee
Priced per delegate per day for open public course
£449.00 Plus VAT
Can’t see a suitable date? Please request a date here
Payment available via all major credit cards or Invoice. All options available during the online booking process.
