Bitesize training courses → Sales courses → Consultative selling

Training course:
Introduction to consultative selling

Help your sales team stop pitching and start solving. This practical, two hour session builds the mindset and skills to understand the buyer, ask smarter questions and position value in language that lands. Ideal for people new to sales or moving into a consultative role.

Two hours • In-person or remote • 4-15 participants

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About this bitesize training course

Consultative selling works because it puts the customer’s world first. We help your team plan purposeful conversations, uncover the real need and connect your offer to what matters. The session gives people a repeatable way to create urgency without pressure, progress opportunities and close with confidence.

Managers tell us this reduces discounting, shortens cycles and improves qualification. Learners tell us it feels practical, human and usable on the very next call.

Key details

  • this bitesize training course is two hours long and packed with useful concepts

  • designed for groups of 4 – 15

  • delivered by an expert trainer at your workplace, or virtually

  • interactive, with plenty of exercises that get people talking

  • customisable, to connect with your organisation’s values

Contact us to book 📞

Who this course is for

  • New salespeople who need a solid consultative approach

  • Account managers and customer success teams who sell through conversations

  • Technical experts who must translate features into customer value

“Everything BiteSize Learning has delivered for us over the past year has been fantastic. The trainers have been exceptional, and the sessions have gone down really well. I’m really happy to recommend them.”

Julie Hyett, UK Talent Lead, Aon Risk Solutions ★★★★★

What participants will learn

By the end of this training course, participants will:

  1. Identify where the buyer is and adapt the conversation

  2. Plan and open sales calls with clear intent and structure

  3. Use pain and gain questions to surface needs and urgency

  4. Translate features into benefits and measurable value

  5. Tailor messages to decision makers and influencers

  6. Choose and use simple, natural closes to secure next steps

💡This is a practical, interactive session designed to create lightbulb moments that participants can take back to the workplace immediately.

Core topics covered

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How buyers buy

A plain English walkthrough of typical buying stages and how to meet people where they are.

two women talking calmly close up

Opening the call

Set a purposeful agenda, earn permission to go deeper and create early momentum.

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Positioning the solution

Turn features into value. Link benefits to outcomes the customer actually cares about. Prove claims credibly.

woman pinning plans to a wall planning session

Finding the need

A questioning framework that reveals problems, priorities and impact. Practice active listening and probing.

Course Delivery

Our management training courses for new managers are designed to be short, powerful, and easy to fit into busy schedules.

  • 2 hours, packed with high-impact learning

  • Delivered in-person anywhere in the world, or virtually for remote teams

  • Best for 4–15 participants to maximise engagement

  • Live, interactive, discussion-based with no long lectures or death by powerpoint

  • All our courses can be tailored to your organisation’s values, culture, and goals

    • Inside and field sales teams

    • Account managers and renewals teams

    • Consultants, engineers and specialists who sell solutions

Equip your team with practical consultative selling skills.

Pair this with

Establishing the need

Set your team up for broader, deeper, more valuable conversations by fully understanding the customer’s needs.

Influencing & persuasion

Learn to lead conversations that engage and convince your audience.

Negotiating skills

Gain the knowledge, skill and confidence to negotiate win/win deals that grow your bottom-line profits.

Outcomes you can expect

Organisations book this course to help teams:

  • Improve discovery quality and opportunity qualification

  • Progress opportunities faster with clearer next steps

  • Protect margin by selling value, not price

  • Increase win rates through better stakeholder alignment

💡Ask about a connected programme for managers that covers the essentials. We’ll help you shape a high impact sequence that fits their calendar.

Ready to Get Started?

Empower your managers to lead with confidence and deliver results.

Book a discovery call

Frequently asked questions

  • Yes. We focus on high-impact behaviours and practise them. Participants leave with tools and phrases they can use straight away.

  • Absolutely. We cover how to open strongly, read signals and build rapport on phone or video, as well as face to face.

  • Yes. We adapt examples, questions and value language to your market, sales cycle and customer scenarios.

  • They do. Short, realistic exercises help people try out questioning, value statements and closes in a safe environment.

  • This is designed for in house groups. If you have a smaller cohort, ask us about virtual joiner options.