Training programs

Commercial and advisory skills for consultants

A two day intense and interactive training and a one day follow up.

This program enables consultants to better articulate the value of what they are delivering and selling.

That value being:

  • Revenue generation
  • Operational efficiency
  • Mission-critical operations
  • Business processes
  • Quality
  • User productivity
  • Customer satisfaction



What is a good sales approach?
  • Evaluate a sales conversation
  • What does this mean to us?
  • How good are we?
  • Am I a trusted advisor?
  • Self assessment exercise


Matching the buying and selling cycle
  • How does a customer buy?
  • What are his needs?
  • Who makes the decisions?
  • Exercise


  • Define the qualitative and quantitative value MyCo has for its customers
  • The whole MyCo value experience
  • Value selling
  • Intrinsic
    • Intrinsic value
    • Extrinsic value
    • Strategic value
  • The consultative approach
  • Apply this to our customer base
  • Quantify MyCo’s value for the customers


Face to face selling skills
  • Multi level selling and articulation of value
  • High level sales meeting
  • Preparation
  • Agenda
  • Questioning
  • Argumentation
  • Objection handling
  • Closing
  • Dry run
  • Feedback
  • Evaluation
  • Dealing with objections
  • Closing
  • Learning points


Advisory skills
  • The AED concept
  • Analysis-Evaluation-Decision
  • Structure the conversation
  • From Evidence to Impact and to Solution


In-depth questioning skills
  • Leading by questioning
  • The LSD concept
  • Types of questions
  • Brainstorming


Tools to structure the consultative conversation
  • Template
  • Silver bullit questions
  • Checklist
  • Exercises


Action plan


FREE sales counseling

What do I say to my customers? How can I serve them in these dire times? How do I reach out to new customers who probably can’t even take my call?

So many sales related questions. The Valueselling consultants are here for you.

Book an appointment for free counseling and we will try together to find some useful answers to your sales challenges.

Or contact us about something else

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