DMS
Research #16
Sales, Marketing & Customer Experience
Sales, Marketing & Customer Experience
Professional Selling & Consultative Sales Skills
Build a consultative sales process that uncovers customer needs, communicates value and advances opportunities with confidence.
Course overview
Turn learning into workplace capability.
Build a consultative sales process that uncovers customer needs, communicates value and advances opportunities with confidence. Participants work through realistic workplace scenarios, guided practice and structured reflection so they can apply the learning immediately.
The programme develops consultative selling capability through structured practice across prospecting, discovery, presenting value, handling objections, and closing, using realistic buyer scenarios and coached role-play.
By the end
Learning outcomes
- Plan customer conversations and set clear objectives.
- Discover needs through consultative questioning and listening.
- Present value in customer-relevant language.
- Handle objections, gain commitment and manage follow-up.
By the end
Learning objectives
- Explain the modern consultative seller and connect it to the participant's workplace context.
- Apply prospecting and call planning using a structured method and appropriate supporting evidence.
- Use needs discovery to complete a realistic task accurately and efficiently.
- Evaluate value propositions and presentations by applying quality criteria, controls, and professional judgement.
- Integrate objection handling and negotiation with related tools, people, information, and review points.
- Produce a practical, workplace-ready output together with a clear next-step implementation plan.
Practical curriculum
Course outline: Professional Selling & Consultative Sales Skills
A focused sequence designed for application, reflection and measurable next steps. Expand each module for its detail and practical exercise.
01. The Modern Consultative Seller
- Purpose, buyer psychology, and consultative-selling principles behind the modern consultative seller.
- Questioning, listening, preparation, and value-framing methods used to apply the modern consultative seller with a real prospect.
- Guided role-play practising the modern consultative seller in a realistic sales conversation with coached feedback.
- Common mistakes, trust and ethics considerations, follow-up actions, and how the modern consultative seller advances the sale.
Practical exercise: Participants practise the selling skill in a realistic buyer role-play and produce a clear next-step commitment to advance the opportunity while applying the modern consultative seller.
02. Prospecting and Call Planning
- Purpose, buyer psychology, and consultative-selling principles behind prospecting and call planning.
- Questioning, listening, preparation, and value-framing methods used to apply prospecting and call planning with a real prospect.
- Guided role-play practising prospecting and call planning in a realistic sales conversation with coached feedback.
- Common mistakes, trust and ethics considerations, follow-up actions, and how prospecting and call planning advances the sale.
Practical exercise: Participants practise the selling skill in a realistic buyer role-play and produce a clear next-step commitment to advance the opportunity while applying prospecting and call planning.
03. Needs Discovery
- Purpose, buyer psychology, and consultative-selling principles behind needs discovery.
- Questioning, listening, preparation, and value-framing methods used to apply needs discovery with a real prospect.
- Guided role-play practising needs discovery in a realistic sales conversation with coached feedback.
- Common mistakes, trust and ethics considerations, follow-up actions, and how needs discovery advances the sale.
Practical exercise: Participants practise the selling skill in a realistic buyer role-play and produce a clear next-step commitment to advance the opportunity while applying needs discovery.
04. Value Propositions and Presentations
- Purpose, buyer psychology, and consultative-selling principles behind value propositions and presentations.
- Questioning, listening, preparation, and value-framing methods used to apply value propositions and presentations with a real prospect.
- Guided role-play practising value propositions and presentations in a realistic sales conversation with coached feedback.
- Common mistakes, trust and ethics considerations, follow-up actions, and how value propositions and presentations advances the sale.
Practical exercise: Participants practise the selling skill in a realistic buyer role-play and produce a clear next-step commitment to advance the opportunity while applying value propositions and presentations.
05. Objection Handling and Negotiation
- Purpose, buyer psychology, and consultative-selling principles behind objection handling and negotiation.
- Questioning, listening, preparation, and value-framing methods used to apply objection handling and negotiation with a real prospect.
- Guided role-play practising objection handling and negotiation in a realistic sales conversation with coached feedback.
- Common mistakes, trust and ethics considerations, follow-up actions, and how objection handling and negotiation advances the sale.
Practical exercise: Participants practise the selling skill in a realistic buyer role-play and produce a clear next-step commitment to advance the opportunity while applying objection handling and negotiation.
06. Closing and Follow-Up
- Purpose, buyer psychology, and consultative-selling principles behind closing and follow-up.
- Questioning, listening, preparation, and value-framing methods used to apply closing and follow-up with a real prospect.
- Guided role-play practising closing and follow-up in a realistic sales conversation with coached feedback.
- Common mistakes, trust and ethics considerations, follow-up actions, and how closing and follow-up advances the sale.
Practical exercise: Participants practise the selling skill in a realistic buyer role-play and produce a clear next-step commitment to advance the opportunity while applying closing and follow-up.
Programme detail
How the course runs
Methodology
- Short instructor explanations that establish the principles, terminology, and workflow of Professional Selling & Consultative Sales Skills.
- Live demonstrations and buyer scenarios, coached sales role-plays, and objection-handling practice.
- Individual, pair, and group activities using realistic inputs that do not require disclosure of confidential information.
- Facilitated review, peer discussion, trainer feedback, and correction against clear quality criteria.
- A final application task plus a personal or team action plan for transfer to the workplace.
Assessment & evidence of learning
- Opening diagnostic questions to establish experience, needs, and relevant workplace scenarios.
- Observation of guided practice and completion of module activities relevant to consultative selling skills.
- Knowledge checks, review questions, or scenario decisions at appropriate points in the programme.
- A final practical output, simulation, presentation, analysis, or implementation plan reviewed against stated criteria.
- Trainer feedback and participant reflection identifying strengths, corrections, and next-step workplace actions.
Prerequisites
- No formal prerequisite is required; relevant workplace experience will help participants contextualise the activities.
Course completion & workplace transfer
- Record corrections, open questions, support needs, and an accountable next action for workplace application.
- Review the final practical output against the learning outcomes and complete the trainer's closing knowledge check, reflection, or skills demonstration.
Who should attend
Who this course is for
Sales executives, account managers, business-development teams and customer advisers.
01
Live online via Zoom Meeting
Join a scheduled public intake from anywhere. Trainer-led, camera-on, with hands-on exercises and Q&A throughout.
02
Private in-house group session on Zoom
The same programme run privately for one organisation on its own date, with examples tailored to your policies and roles.
03
Joining details by email
The Zoom link, meeting ID and passcode are sent automatically once payment succeeds, with reminders one day and one hour before the start.
Course questions
What organisations usually ask
Is Professional Selling & Consultative Sales Skills HRD Corp claimable?
The programme can be proposed as HRD Corp claimable training, subject to the employer’s eligibility, current scheme rules, course registration and final approval.
Who should attend this course?
Sales executives, account managers, business-development teams and customer advisers.
How long is the course and how is it delivered?
The standard duration is 2 days. Every session runs live on Zoom with a trainer — there is no face-to-face or physical classroom option. Available formats: Live online via Zoom Meeting, Private in-house group session on Zoom.
How do I receive the Zoom link?
Reserve a seat online and complete payment. The Zoom joining link, meeting ID and passcode are emailed automatically the moment payment succeeds, followed by an automatic reminder one day before and one hour before the session starts.
What do I need to join the session?
A computer with a stable internet connection, the free Zoom client, a webcam and a headset. Sessions run in Malaysia time (GMT+8). Software used in hands-on courses should be installed before day one — the joining email lists what to prepare.
Build a stronger team
Bring Professional Selling & Consultative Sales Skills to your organisation.
Tell us your preferred dates, team size and learning priorities. We will prepare a tailored programme and quotation.
*HRD Corp claimability is subject to employer eligibility, current scheme rules, course registration and approval. Public fees are indicative until confirmed in writing. Certification, licensing and statutory pathways may require an approved provider, separate assessment, experience or registration set by the relevant authority or awarding body.