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B2B Sales Skills Training: Consultative Selling Master Class

Hands-On B2B Sales Skills Training: Consultative Selling Master Class

Transform your B2B sales skills with practical strategies for consultative selling, client needs analysis, solution selling, relationship management, negotiation, and revenue growth. Start mastering consultative sales today!

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Why Choose Us?

Discover key features that set our training apart.

Expert-Led Training

Learn from certified instructors with real-world industry experience.

Hands-On Learning

Practical assignments and projects to build job-ready skills.

Globally Recognized Certificate

Earn a professional certificate to boost your career opportunities.

Course Overview
  

Course Overview

In today's competitive B2B environment, customers are no longer looking for salespeople who simply promote products and services. They seek trusted advisors who understand their business challenges, provide valuable insights, recommend strategic solutions, and contribute to measurable business outcomes. As buying processes become more complex and involve multiple stakeholders, consultative selling has become a critical skill for sales professionals aiming to build long-term customer relationships and drive sustainable revenue growth.

The B2B Sales Skills Training: Consultative Selling Master Class by myTectra is a comprehensive and practical program designed to help sales professionals master the art of consultative selling. Participants will learn how to engage customers through meaningful business conversations, uncover strategic needs, diagnose business challenges, build compelling value propositions, influence decision-makers, handle objections effectively, and close high-value opportunities with confidence.

This hands-on training combines proven consultative selling methodologies, business problem-solving techniques, stakeholder engagement strategies, and relationship-building practices to help participants transition from traditional selling approaches to becoming trusted business advisors. Through case studies, simulations, role-plays, account planning workshops, and real-world sales scenarios, participants will develop the skills needed to succeed in complex B2B sales environments.

  

Course Outcomes

Upon successful completion, participants will be able to:

Apply consultative selling across the B2B sales cycle.
Apply consultative selling across the B2B sales cycle.
Build credibility and trusted customer relationships.
Build credibility and trusted customer relationships.
Master discovery conversations and needs analysis.
Master discovery conversations and needs analysis.
Diagnose customer challenges and identify root causes.
Diagnose customer challenges and identify root causes.
Develop value propositions aligned with business goals.
Develop value propositions aligned with business goals.
Influence stakeholders and decision-makers effectively.
Influence stakeholders and decision-makers effectively.
Deliver persuasive presentations and solutions.
Deliver persuasive presentations and solutions.
Handle objections and negotiations confidently.
Handle objections and negotiations confidently.
Close complex B2B opportunities professionally.
Close complex B2B opportunities professionally.
Improve account growth, retention, and customer loyalty.
Improve account growth, retention, and customer loyalty.
  

Course Outline

Module 1: Foundations of Consultative Selling

Topics Covered

  • Introduction to Consultative Selling
  • Evolution of Modern B2B Sales
  • Transactional Selling vs Consultative Selling
  • The Trusted Advisor Approach
  • Principles of Customer-Centric Selling
  • Understanding Modern B2B Buyers
  • Building a Consultative Sales Mindset
  • Overview of the Consultative Selling Framework

Practical Exercises

  • Sales Approach Assessment
  • Consultative Selling Self-Evaluation
  • Customer-Centric Selling Activities
Module 2: Characteristics of High-Performing Sales Professionals

Topics Covered

  • Behaviors of Top Sales Performers
  • Accountability and Ownership
  • Building Trust Through Reliability
  • Professional Dedication and Growth
  • Customer Focus and Empathy
  • Discipline and Consistency in Sales
  • Team Collaboration and Business Impact
  • Continuous Learning and Improvement

Practical Workshops

  • Sales Excellence Assessment
  • Professional Development Planning
  • High-Performance Habits Workshop
Module 3: Personal Branding and Professional Credibility

Topics Covered

  • Building a Personal Sales Brand
  • Becoming a Trusted Industry Expert
  • Establishing Professional Credibility
  • Developing Executive Presence
  • Thought Leadership Fundamentals
  • Building Trust with Decision-Makers
  • Creating Long-Term Professional Value

Practical Exercises

  • Personal Brand Assessment
  • Credibility Building Activities
  • Executive Presence Simulations
Module 4: Understanding the B2B Buying Process

Topics Covered

  • Understanding B2B Buyer Behavior
  • Buying Committees and Decision-Making Units
  • Stakeholder Roles and Responsibilities
  • Customer Buying Journeys
  • Procurement and Evaluation Processes
  • Understanding Business Priorities
  • Navigating Complex Sales Environments

Practical Workshops

  • Stakeholder Mapping Exercises
  • Buyer Journey Analysis
  • Decision Process Simulations
Module 5: Prospecting and Opportunity Qualification

Topics Covered

  • Identifying Ideal Customer Profiles (ICP)
  • Target Account Selection Strategies
  • Prospect Research Techniques
  • Building Effective Sales Funnels
  • Opportunity Qualification Frameworks
  • Account-Based Selling Principles
  • Competitive Positioning and Market Analysis

Practical Exercises

  • Opportunity Qualification Activities
  • Account Research Workshops
  • Sales Funnel Planning Sessions
Module 6: Sales Preparation and First Meeting Strategy

Topics Covered

  • Preparing for Customer Meetings
  • Researching Customer Organizations
  • Understanding Business Challenges
  • Setting Meeting Objectives
  • Creating Effective Meeting Agendas
  • Managing Sales Anxiety and Confidence
  • Preparing for Executive Conversations

Practical Workshops

  • Customer Research Activities
  • Meeting Planning Exercises
  • First Meeting Simulations
The Consultative Sales Conversation
Module 7: Building Trust and Rapport

Topics Covered

  • Creating Positive First Impressions
  • Building Rapport Quickly
  • Establishing Trust and Credibility
  • Moving from Social to Business Conversations
  • Relationship-Based Selling Techniques
  • Understanding Customer Communication Preferences
  • Developing Long-Term Relationships

Practical Exercises

  • Rapport Building Simulations
  • Trust Development Activities
  • Customer Engagement Role-Plays
Module 8: Discovery and Needs Analysis

Topics Covered

  • Conducting Effective Discovery Conversations
  • Understanding Customer Challenges
  • Identifying Pain Points and Business Needs
  • Exploring Customer Goals and Objectives
  • Uncovering Hidden Opportunities
  • Assessing Business Impact
  • Developing Customer Insights

Practical Workshops

  • Discovery Meeting Simulations
  • Needs Analysis Exercises
  • Customer Interview Practice
Module 9: Advanced Questioning and Active Listening Skills

Topics Covered

  • Open-Ended Questions
  • Probing and Diagnostic Questions
  • Strategic Questioning Techniques
  • Active Listening Fundamentals
  • Reflective Listening Skills
  • Clarifying Customer Requirements
  • Using Silence Effectively
  • Identifying Buying Signals

Practical Exercises

  • Questioning Skills Workshops
  • Listening Practice Sessions
  • Discovery Role-Plays
Module 10: Business Problem Diagnosis and Root Cause Analysis

Topics Covered

  • Understanding Customer Business Problems
  • Situation Analysis Techniques
  • Root Cause Analysis Methods
  • Identifying Operational Challenges
  • Assessing Business Risks
  • Diagnosing Process Inefficiencies
  • Developing Business Insights

Practical Workshops

  • Root Cause Analysis Exercises
  • Business Problem Diagnosis Simulations
  • Customer Challenge Assessments
Module 11: Value Creation and Solution Development

Topics Covered

  • From Problem Identification to Solution Design
  • Value-Based Selling Principles
  • Creating Compelling Value Propositions
  • Aligning Solutions with Customer Objectives
  • Demonstrating Business Outcomes
  • Quantifying ROI and Business Impact
  • Differentiating from Competitors

Practical Exercises

  • Value Proposition Development
  • Solution Mapping Activities
  • ROI Analysis Workshops
Module 12: Presenting Recommendations and Proposals

Topics Covered

  • Structuring Consultative Presentations
  • Executive-Level Communication Techniques
  • Delivering Persuasive Recommendations
  • Proposal Development Best Practices
  • Storytelling for Business Impact
  • Using Proof, References, and Case Studies
  • Building Customer Confidence

Practical Workshops

  • Sales Presentation Simulations
  • Proposal Development Exercises
  • Executive Pitch Practice
Module 13: Influencing Stakeholders and Decision Makers

Topics Covered

  • Identifying Key Stakeholders
  • Understanding Stakeholder Priorities
  • Building Internal Champions
  • Executive Selling Techniques
  • Managing Multiple Decision Makers
  • Consensus Building Strategies
  • Influencing Organizational Decisions

Practical Workshops

  • Stakeholder Engagement Simulations
  • Influence Mapping Activities
  • Executive Conversation Practice
Module 14: Handling Objections and Negotiating Value

Topics Covered

  • Understanding Customer Objections
  • Active Listening During Objections
  • Reframing Customer Concerns
  • Managing Competitive Objections
  • Value-Based Negotiation Strategies
  • Handling Pricing Discussions
  • Creating Win-Win Agreements

Practical Workshops

  • Objection Handling Simulations
  • Negotiation Exercises
  • Customer Concern Resolution Activities
Module 15: Closing and Securing Commitment

Topics Covered

  • Recognizing Buying Signals
  • Assessing Customer Readiness
  • Gaining Customer Commitment
  • Managing Procurement and Approval Processes
  • Closing Without Pressure
  • Reducing Perceived Risk
  • Securing Long-Term Business Relationships

Practical Workshops

  • Closing Simulations
  • Deal Advancement Exercises
  • Commitment-Building Activities
Module 16: Account Growth, Service, and Retention

Topics Covered

  • Post-Sale Relationship Management
  • Customer Success Alignment
  • Follow-Up and Service Reviews
  • Strategic Account Management
  • Cross-Selling and Upselling Opportunities
  • Customer Retention Strategies
  • Building Customer Advocacy

Practical Workshops

  • Account Planning Activities
  • Relationship Mapping Exercises
  • Growth Strategy Development
Module 17: Sales Pipeline Excellence and Capstone Project

Topics Covered

  • Pipeline Management Fundamentals
  • Opportunity Progression Strategies
  • Forecasting Best Practices
  • Sales Performance Metrics
  • Continuous Improvement in Consultative Selling
  • Building Long-Term Sales Success

Capstone Project

Participants Will:

  • Research and analyze a B2B account
  • Identify key stakeholders and influencers
  • Conduct a discovery conversation
  • Diagnose business challenges and root causes
  • Develop a value-based solution
  • Create and present a consultative proposal
  • Handle objections and negotiate customer requirements
  • Secure customer commitment
  • Build an account growth and retention strategy
  • Present a complete consultative selling plan

Join the Course Now!
  

Clients Testimonials

Hear what our learners say about myTectra!

"Moving from product-focused conversations to business-focused discussions transformed my sales approach. The consultative selling techniques, stakeholder mapping, and discovery frameworks were practical and immediately applicable. I now engage clients with greater confidence."
Sai Kiran Varma
Senior Business Development Manager
"Many sales programs talk about relationship building, but this course showed exactly how to uncover business challenges and position solutions around customer goals. The case studies and role-play sessions felt very realistic and helped me improve my client meetings significantly."
Amutha Kannan
Key Account Manager
"Understanding how to ask better questions and diagnose customer problems before presenting a solution was one of the biggest takeaways for me. The trainers brought real B2B sales experience into the classroom, making every session engaging and relevant."
Anjali Devi
Enterprise Sales Executive
"The account planning and value proposition modules were especially useful for managing large opportunities. Since attending the training, I've become more structured in handling complex sales cycles and engaging multiple decision-makers. A highly worthwhile program for B2B sales professionals."
Divakar Rao
Strategic Account Manager

FAQ's

What is the duration of this course?

The total course duration is 24 Hours delivered via instructor-led sessions and practical labs.

Will I get placement assistance?

myTectra is providing 100% placement assistance on our key courses. We help you with the career counselling, Exams on Key courses, Mock Interviews and Technical Interviews Tips.

Landing an interview proves that you have the job-specific skills for the position, but how do your interview skills stack up? Also, Soft skills are often the most important factor in showing you're the best candidate for the job.

Hence we are conducting FREE TRAINING on Soft-Skills worth Rs-25, 000 to all myTectra students which will help you to attend the interviews with more confidence.

What if I miss a class?

You will never miss a lecture at myTectra. You can choose either of the two options:

Classroom Training:

  • If you miss one or few classes we can give a backup class based on trainer and your convenient time. 
  • In case if you miss many classes, we can reschedule your class with upcoming batches or other running batches based on how many courses topics you have completed so far.

Live-Online Training:

  • View the recorded session of the class available in your LMS.
  • You can attend the missed session, in any other live batch.
Can I attend a demo session before enrollment?

Yes. We arrange a free demo for all the courses either in the Classroom or Live-Online demo. Please fill the demo request form below to schedule a free demo.

What if I have more queries?

Just give us a CALL at +918047112411 OR email at support@mytectra.com

What are the payment options?

Payments can be made using any of the following options and a receipt of the same will be issued to you automatically via email for both classroom training and Online training.

  • Visa Debit/Credit Card
  • American Express and Diners Club Card
  • Master Card
  • PayPal
  • Net Banking/Wire Transfer
  • UPI Payment such as Google Pay, PhonePe, Paytm
  • Cash/Cheque/DD ( Not for Online Training )
Where do the classes take place?

For Individual: 

Classroom Training - Bangalore

Live-Online Training - Globally 

For Corporates: 

Classroom Training - We deliver classroom training for corporate in more than 20 countries. Send us an Enquiry Now!

Online Training - Globally

* All of the classes are conducted live online. They are interactive sessions that enable you to ask questions and participate in discussions during class time. We do, however, provide recordings of each session you attend for your future reference.

Who are the Trainers?

Our Trainer’s are chosen not only for their knowledge and expertise but also for their real-time experience in the respective courses.

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Become a High-Performing B2B Sales Professional

Develop skills in consultative selling, negotiation, and account growth.