Instructor for this course

Consultative selling differs from traditional selling.  Above all, it provides a proven model that enables the salesperson to lead the customer through five stages of a decision process. Those stages are: Openness, Focus, Knowledge, Evaluation, and Decision. This is the same decision process that everyone uses when buying a house, selecting a college, and making  business or personal decisions. The model connects the five customer stages with mirror image selling skills that are used to gain information, consult on customer problems/needs, and gain commitment.  

Aside from learning the process/model, this course covers the planning aspects of consultative selling from setting call objectives to closing. It provides an overview of critical sales skills. Participants learn how to plan a realistic consultative selling call from beginning to end, including a post-call evaluation.

Learning Objectives

  • Identify differences between consultative selling and traditional linear, step-by-step sales
  • Explore how to lead the customer through an interactive, consultative selling process
  • Discover how to plan a consultative selling presentation
Last updated/reviewed: June 7, 2021

Included In Certifications

This course is included in the following Certification Programs:

8 CoursesPorter Henry Salesperson Certification

  1. Consultative Selling Success – Employ an Exclusive Sales Process to Improve Performance
  2. Leveraging Objections to Gain Commitment – Objections Are an Asset, Not a Liability
  3. Prospecting by Phone, Email and Social Media
  4. Managing Your Time and Territory – Two Critical Routes to Sales Success
  5. Strategic Multi-Level Selling – The Ultimate Solution for Selling High, Wide, and Deep in Complex Accounts
  6. Value-Driven Selling
  7. Win-Win Sales Negotiating Strategy and Tactics
  8. Win-Win Sales Negotiating: How to Balance Offers and Maintain Relationships


Course Complexity: Foundational

There are no prerequisite or advanced preparation required.


Education Provider Information

Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
  1:38Introduction to Consultative Selling Success
  4:40Porter Henry Sales / Purchase Model
  5:49Planning the Call
  7:37Effective Openers
  24:52Consultative Selling Success
  PDFSlides: Consultative Selling Success – Employ an Exclusive Sales Process to Improve Performance
  PDFConsultative Selling Success – Employ an Exclusive Sales Process to Improve Performance Glossary/Index