Consultative sales is the art of asking intelligent, well thought out questions in the hope of learning what the true requirements are in any given organisation. The goal of the consultative sales person is to identify if their proposed product or service is the right fit for a potential customer.
The PD Training Consultative Sales course is part of our newly redeveloped Signature Series courseware, and has been designed to engage with participants and present key skills and concepts in a tailored learning experience.
Participants will learn key skills like what is consultative selling, how to identify potential clients, different types of personality types and how to best engage with them, discovery and presenting solutions, over-coming objections and cognitive reframing and persuasion techniques.
| Course name | Length | Outline | Next class |
|---|---|---|---|
| Active Listening Training - The secret of great communicators! | 0.5 day course |
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| Sales Training | 1.0 day course |
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March 27 |
| Retail Sales Training | 1.0 day course |
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April 1 |
| Writing Winning Proposals Training | 1.0 day course |
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| Sales Training for Call Centres Training | 1.0 day course |
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| Overcoming Objections Sales Training | 1.0 day course |
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May 11 |
| Reading Body Language Sales Training | 1.0 day course |
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| Call Centre Training: Sales and Customer Service Training for Call Centres | 3.0 day course |
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| Pitch Proposal and Presentation Sales Training | 1.0 day course |
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| Effective Prospecting Sales Training | 1.0 day course |
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April 23 |
| Influence and Persuasion at Work Training | 0.5 day course |
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| Consultative Sales Training | 1.0 day course |
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April 21 |
After completing this course, participants will have learned to:
Every time you book with us we help give access to life changing education, meals and resources to someone around the world. So far we have made 14,652 giving impacts on our clients behalf.
"The training was paced to the abilities of the participants, and responded to our needs."
Department of Education & Communities
Download Consultative Sales Training Course Outline
This course looks at consultative selling through the lens of the changes that are shaping how businesses are engaging in B2B sales in a tech-driven and information-rich world. There is definitely a place for consultative sales – what has changed though is how salespeople should approach their craft to ensure that they continue to differentiate themselves from the pack. The key difference the course will explore is insight selling – an extension of the traditional consultative sales model. We have assumed that those people attending this course are no strangers to sales – we will revisit the sales process, and we will do this from the perspective of insight selling.
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Consultative Sales Training - Lesson 1
The Changing World of Sales
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Consultative Sales Training - Lesson 2
Insight Selling
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Consultative Sales Training - Lesson 3
Harnessing Your Sales Strengths
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Consultative Sales Training - Lesson 4
The Consultative Sales Cycle
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Consultative Sales Training - Lesson 5
Insight Selling Behaviours
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Consultative Sales Training - Lesson 6
Additional Skills for Insightful Consultative Selling
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We provide the Training Management Centre which is an information hub before, during and after training.
(Let us know if there’s parts you don’t want to use)
Invites people to training
(So you don’t have to)
Generates Sign in Sheet
(So you don’t have to)
Generates Branded Flyer
If you if you want to ‘promote’ internally
PDF’s of Certificates
(can be co-branded with your logo)
Collects and Reports feedback
(So you don’t have to)
Complete Results Dashboard
(including trainer insights)
At the completion of training participants are encouraged to create an action plan, and invite an accountability buddy via their Orgmenta App.
In your Training Management Centre you have transparency to the action plans so you can see what people are going to do differently.
Our systems and people make it easy to identify how you’ll be able to measure impacts,
and then report on the success in the weeks or months after training.
It’s surprisingly easy to make it so that your system can automatically be up to date with all the training record details you need.
UNLIMITED TRAINING FOR AN
ENTIRE YEAR FOR LESS THAN THE
COST OF 3 DAYS OF TRAINING
learn more
| Location | Date 1 | Date 2 | Date 3 | Date 4 |
|---|---|---|---|---|
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Sydney
Karstens Conference Centre, Canada House, Level 1, 111 Harrington Street Sydney NSW 2000
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April 21
1.0 day course
$726.00
Filling fast
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July 3
1.0 day course
$726.00
Filling fast
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September 3
1.0 day course
$726.00
Filling fast
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November 20
1.0 day course
$726.00
Filling fast
|
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Melbourne
Karstens Conference Centre, 123 Queen Street Melbourne VIC 3000
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April 21
1.0 day course
$726.00
Filling fast
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July 3
1.0 day course
$726.00
Filling fast
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September 3
1.0 day course
$726.00
Filling fast
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November 20
1.0 day course
$726.00
Filling fast
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Brisbane
PD Training Pty Ltd, Level 2, 21 Mary Street Brisbane QLD 4000
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April 21
1.0 day course
$726.00
Filling fast
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July 3
1.0 day course
$726.00
Filling fast
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September 3
1.0 day course
$726.00
Filling fast
|
November 20
1.0 day course
$726.00
Filling fast
|
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Perth
Karstens Conference Centre, Level 1, 111 St. Georges Terrace Perth WA 6000
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April 21
1.0 day course
$726.00
Filling fast
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July 3
1.0 day course
$726.00
Filling fast
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September 3
1.0 day course
$726.00
Filling fast
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November 20
1.0 day course
$726.00
Filling fast
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Adelaide
International Visualisation Centre, 19 Young Street Adelaide SA 5000
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April 21
1.0 day course
$726.00
Filling fast
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July 3
1.0 day course
$726.00
Filling fast
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September 3
1.0 day course
$726.00
Filling fast
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November 20
1.0 day course
$726.00
Filling fast
|
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Canberra
Flex, 4 National Circuit Canberra ACT 2600
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April 21
1.0 day course
$726.00
Filling fast
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July 3
1.0 day course
$726.00
Filling fast
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September 3
1.0 day course
$726.00
Filling fast
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November 20
1.0 day course
$726.00
Filling fast
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To Be Engaged All Day
Activities and discussion for engaged learning all day.
An outstanding trainer
On average PDT trainers have 15 years industry experience and 7 years training experience.
Focussed on you
We always tailor activities and scenarios to be relevant to you.
100% Transfer Policy
If an unforseen event prevents public class attendance, no problem. Transfer to new person, course, date or city.
Refresher Course $0
In-House and Public Class participants are welcome to join a public class in the same topic for 12 months.
Multi-modal Reinforcement
Support, reinforcement & extension eLearning and videos in the App.
Pre course activity & chat with the trainer about personal learning goals
At the course conclusion participants are encouraged to add an action plan and select an accountability buddy
We welcome your participants for Refresher Training on our public classes at no cost for 12-months (subject to availability)
All made easy via our orgmenta participant app
Designed to be easy to use for Team Leaders, Managers, Trainers or other nominated Learning Champions these packs have 6 simple and quick activities to reinforce learning from the original course.
When you choose this option, we provide your nominated Learning Champions with a 90-minute session in how to run the activities so they have the resources and confidence to integrate these into your normal team meetings or as stand alone lunch 'n' learn sessions.
Make it Stick packs are available for all PDT Signature Series courses.
Our Trainers can come back onsite and run coaching and reinforcment sessions for your team members. These sessions are most commonly 90-minutes long, and are designed to help people share and collaborate, helping them gain insights and confidence to apply what they learned so you see value from the investment in training with a lasting change.
Our purpose is to deliver lasting impact, and we believe this is a powerful step in achieving lasting change, so to encourage you to give your people that extra opportunity to really see change, if you book a follow up session within 90-days of the original course date, we’ll come back onsite for 1/2 price.
Many of the 'aha' moments in courses can come from the increased awareness of ourselves and our colleagues, these come through the REACH Profiles that is integrated into many of our courses.
The insights lead us to better recognise our tendencies and strengths, understand how to be more mindful of adapting to the needs and preferences of our team and our customers.
The insights are put into practice by appreciating the benefits of our diversity and either learning to adapt or implementing a strengths-based management approach.
We have a great range of high quality products that can keep these impactful moments top of mind back in the workplace.
The REACH Team Visualizer/Reminder can be used in multiple ways in both training and in the office. When displayed in a high traffic area REACH will be kept top of mind. Below are guidelines for use of the REACH Team Visualizer / Reminder which is also in downloadable format.
The REACH Team Visualizer / Reminder comes in two sizes of A0 841 x 1189 mm and A1 594 x 841 mm and is made from a sturdy 5mm corflute.
REACH to my Team Visualizer / Reminder guidelines for use
REACH Cubes are designed to build empathy and grow an appreciation for thinking differently. They encourage productive and positive interactions in the workplace, workshop or personal development sessions. They can be used in any creative way to grow REACH and below we have provided two recommended activities for use. The REACH Cubes pack comes with 4 REACH Cubes one representing each REACH Quadrant. Each REACH Cube is 7.5 cm squared and are made from durable EVA Foam.
When people are participating in activities during REACH workshops, training or personal development sessions provide each participant with a REACH Cube and ask them to complete the activity or interaction Thinking and Behaving based on what REACH Cube was provided to them.
Are they the Advisor focused on detail and doing?
or a Coach focused on People and Action?
This brings a whole new level of empathy building and appreciation for the strength of thinking differently.
After REACH has been introduced using the REACH Training continue to keep REACH alive in the workplace by providing each person with a set of 4 REACH cubes to take back to their work space.
Personal REACH and the REACH of their colleagues can be grown by using these cubes on a regular basis with these great ideas:
Stack your REACH Cubes on your desk and on top of the stack place the cube that is reflecting your current REACH zone. Ensure that you have the side that says “Thanks for dropping by, right now I am in my __________ quadrant” facing outward so those approaching your work space know how you are feeling and acting at that current time. This is designed to help those around you recognise different behaviours/responses they may or may not receive from you based on the situation and REACH zone.
Use your REACH Cubes to be mindful of your interactions with others. Whilst interacting use the cubes to review your behaviours and actions. Take up the cube of the quadrant you currently feel you are in and review these sides: Think before I act: Is this what I need to be right now? Flip the cube over to the side of the profile overview and think about the style in which you are Communicating, Conflict-handling, Delegating etc. Is this what you need to be to REACH the person you are interacting with? If not find the REACH Cube that best suits the situation and maximises your REACH with that person and use the profile overview to help guide your interaction.
Download REACH Cubes Activity FileLearn to REACH Labels are a great low-cost substitute for the REACH Caps or REACH Cubes or the more physically interactive REACH Floor Mat. They work well in small and large team activities and can be used as a quick way to identify how others act and think through a different quadrant that is not theirs. They can learn to appreciate the different communication, conflict handling, delegating, planning and learning styles of others and through this increase their REACH.
The REACH Labels are made of a high quality fabric sticky labels that are designed to last all day training sessions.
These work well after training when stuck to people’s monitors or workstations.
View all of the REACH Training and reinforcement products Here




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