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: August 27, 2023

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
Company: Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact: 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 .
Instructor for this course
Course Syllabus
  Introduction to Consultative Selling Success1:38
  Porter Henry Sales / Purchase Model4:40
  Planning the Call5:49
  Effective Openers7:37
  Consultative Selling Success24:52
  Slides: Consultative Selling Success – Employ an Exclusive Sales Process to Improve PerformancePDF
  Consultative Selling Success – Employ an Exclusive Sales Process to Improve Performance Glossary/IndexPDF