ETI · 07.05
Corporate Learning / 2026Consultative Selling Techniques
This program develops consultative selling skills that enable sales professionals to identify customer needs, build trust, and deliver tailored solutions that create long-term customer relationships.
Course OverviewPractical learning.
Practical learning.
Measurable impact.
This program develops consultative selling skills that enable sales professionals to identify customer needs, build trust, and deliver tailored solutions that create long-term customer relationships.
Every ETI corporate programme can be aligned with your organisation's industry, competency framework, business priorities and learner profile. Practical exercises and workplace scenarios help participants transfer learning into performance.
Learning ObjectivesWhat participants
What participants
will be able to do.
- 01
Apply consultative selling techniques.
- 02
Identify customer needs effectively.
- 03
Present value-based solutions.
- 04
Build long-term customer relationships.
Who Should AttendDesigned for professionals
Designed for professionals
ready to progress.
- 01Sales Professionals
- 02Account Managers
- 03Business Development Managers
- 04Sales Consultants
- 05Customer Relationship Managers
Course OutlineA structured journey
A structured journey
from insight to action.
Facilitated discussion, practical application and workplace-focused learning are woven through every module.
Foundations of Consultative Selling
- The Consultative Sales Process
- Understanding Customer Needs
- Building Trust and Credibility
Solution Selling
- Questioning Techniques
- Presenting Business Value
- Customer Engagement
Influencing Customer Decisions
- Managing Objections
- Negotiation Skills
- Closing Techniques
Building Long-Term Relationships
- Account Management
- Customer Retention
- Sales Performance Improvement
Customised In-House ProgrammesBring this course
Bring this course
into your organisation.
We tailor examples, activities, duration and delivery to your team's operational context and desired outcomes.
Let's design your programme ↗+971 54 417 7480