Consultative Sales Training from PDT Pty Ltd

Kompleks Mutiara, Jalan Sultan Azlan Shah, Batu Complex Bussiness Centre, Kuala Lumpur, Federal Territory of Kuala Lumpur, Malaysia


This course looks at consultative selling through the lens of the changes that are shaping how businesses in Malaysia 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 and present the most appropriate solution.

The key difference that this course will explore is “insight selling” – which is an extension of the traditional consultative sales model. We have assumed that those people attending this course are no strangers to sales – so, we will revisit the sales process, and we will do this from the perspective of insight selling.

Consultative selling is the art of asking intelligent, well thought-through questions with the goal of learning what the true requirements are in any given organization.  The goal of the consultative salesperson in Kuala Lumpur is to identify if their proposed product or service is the right fit for a potential customer.

The PD Training Consultative Selling course in Kuala Lumpur 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, overcoming objections and cognitive reframing and persuasion techniques.

Duration: 1.0 day course

Learning Outcomes:

After completing this course, participants will have learned to:

  • Understand What Consultative Selling Is
  • Targeting Agile Organizations
  • Targeting Mobilizers
  • The Blue Ocean Strategy
  • Personality Types
  • Building Rapport
  • Questioning Techniques
  • Proposal Presentation
  • Overcoming Objections
  • Three Levels of Insightful Behaviours
  • Connect, Convince, Collaborate
  • Cognitive Reframing
  • Persuasion Techniques

Course Schedule

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