Today’s buyers are more informed, more cautious, and face more choices than ever. Traditional sales techniques often add pressure rather than clarity and motivation to buy — leaving buyers uncertain and slowing down decisions.

This one-day workshop is designed to shift the mindset from “selling to” buyers to “helping buyers buy.”


Overall Aim

To equip sales professionals with the mindset, skills, and tools to adopt a consultative selling approach that helps buyers make informed decisions more easily, leading to stronger relationships, increased trust, and improved results.


What Will You Learn?
  • How to build rapport and trust
  • Ask the right questions
  • Listen actively
  • Present solutions in a way that makes sense to the customer
  • How to handle concerns constructively
  • Guide customers towards confident decisions without pressure

Objectives

As a result of joining in this workshop participants will:

  1. Understand the Consultative Sales Mindset
  2. Understand the Modern Buyer’s Journey
  3. Know how to use questioning and listening skills effectively
  4. Be able to make recommendations in a buyer-centric way
  5. Be able to handle buyer concerns and build commitment

Who should attend?

This course is ideal for people that deal with:

  • Sales
  • Account Management
  • Business Development
  • Customer Success
  • Team leaders with teams that sell
  • Anyone that deals with prospective new customers

Each participant will also benefit from a 30-minute post workshop one on one review session held 3 months after the workshop.


Please note: A minimum of 4 delegates are required to run this course. If this is not met then this course may be rescheduled.

Meet the Trainer!

David Mason

David Mason

Founder, The Sales Managers' Academy

Find out more