Consultative Selling

📘 Course Overview

This course teaches you how to build trust-based client relationships, identify real needs, and tailor value-driven solutions. Perfect for B2B professionals, freelancers, startup founders, and anyone selling premium services.

🗓️ Duration:

4 Weeks (Weekends or Weekdays – Flexible)

🏫 Mode:

Offline (Kolkata Campus) + Online Live Sessions

📜 Certificate:

Issued upon successful completion

🧩 Syllabus Structure

Module 1: Foundations of Consultative Selling

• What is consultative selling?

• Comparison with transactional selling

• The buyer journey and psychology

Module 2: Building Trust & Rapport

• Active listening and empathy

• Building credibility in early meetings

• Personal branding for trust

Module 3: Needs Discovery

• Asking high-impact questions

• Identifying pain points vs. surface needs

• Using frameworks like SPIN, BANT, and GPCT

Module 4: Presenting Solutions

• Positioning value, not just features

• Customizing proposals and demos

• Handling multiple stakeholders

Module 5: Objection Handling & Reframing

• Common objections and root causes

• Reframing resistance

• Maintaining control without pressure

Module 6: Closing the Sale (Soft Close Approach)

• Trial closes and commitment signals

• Closing naturally and confidently

• Negotiation with win-win outcomes

Module 7: Post-Sale & Relationship Nurturing

• Follow-up best practices

• Cross-selling and upselling

• Asking for referrals

🧠 Key Takeaways

• Sell with empathy and insight

• Master high-ticket, long-cycle deal techniques

• Become a value-driven advisor, not just a salesperson

🎯 Who Should Join?

• B2B Sales Professionals

• Entrepreneurs & Freelancers

• Customer Success Managers

• SaaS & Tech Sales Teams