About the Course
Organizations do not just want sales activity; they want consultative and solution selling that helps their teams prove commercial relevance, protect margin, and shorten deal uncertainty. To do that, you need to demonstrate discovery discipline, stakeholder mapping, opportunity qualification, objection handling, solution alignment, and account planning, all of which become far more reliable when you apply structured methods rather than improvisation. This course draws on proven sales execution logic, including MEDDICC for qualification discipline, SPIN Selling for discovery depth, and value-based selling practices that keep the conversation anchored to client outcomes.
The course turns scattered selling habits into a repeatable system you can use in live deals. You will practice discovery questioning, stakeholder mapping, solution-fit analysis, account planning, and proposal framing, while being introduced to broader account-based selling and CRM-enabled pipeline management at an operational level. This consultative and solution selling training teaches you how to structure client conversations, document buying criteria, and connect product capabilities to measurable business value so you can advance opportunities with greater confidence. What you will learn: how to diagnose client needs, qualify opportunities with MEDDICC-style discipline, and present solution options that reflect the client’s priorities. You will practice live role-plays, objection handling, and proposal structuring, while learning how to use account plans and value maps to support follow-up actions.
The reality for many sales teams is that buying committees are larger, decision cycles are longer, and internal pressure to hit targets often collides with the need to sell responsibly. This course is designed for professionals who must balance revenue goals, client trust, and internal forecasting discipline under those conditions, whether they work in direct sales, channel selling, consulting, technical sales, or account management. You will leave with practical working outputs that support day-to-day execution instead of abstract theory.
Target Audience
This course is designed for sales professionals who manage discovery, qualification, solution framing, and account growth in complex selling environments.
- Account Executives managing consultative deal progression and client discovery
- Business Development Managers qualifying opportunities and shaping first conversations
- Key Account Managers growing relationships and expanding existing accounts
- Sales Engineers translating technical capabilities into client-specific solution value
- Commercial Managers overseeing pipeline quality and proposal discipline
- Solution Consultants supporting stakeholder analysis and recommendation design
- Inside Sales Representatives handling high-volume qualification and discovery calls
- Client Relationship Managers strengthening retention through value-based conversations
- Sales Directors improving team effectiveness in consultative selling execution
- Bid and Proposal Managers aligning proposals with buyer needs and evaluation criteria
Course Objectives
This course equips you to plan, execute, and measure consultative and solution selling initiatives that improve qualification, strengthen client trust, and support revenue growth.
- Assess current opportunities using MEDDICC qualification criteria and CRM pipeline data.
- Apply SPIN Selling questioning techniques to uncover client pain, impact, and buying triggers.
- Design stakeholder maps and decision-journey charts for complex B2B deals.
- Build tailored value propositions and solution narratives from client discovery notes.
- Evaluate proposals against client requirements, buying criteria, and solution-fit assumptions.
- Navigate objections, procurement pressure, and multi-stakeholder concerns with evidence-based responses.
- Implement account plans and opportunity scorecards using CRM workflows and pipeline metrics.
- Synthesize discovery findings into executive-ready proposal summaries and follow-up action briefs.
Requirements & Prerequisites
Participants should have at least two years of sales, account management, business development, or client-facing experience. A working understanding of pipeline stages, CRM usage, and basic commercial proposal development is recommended. No coding or programming is required. If you bring live account examples, a laptop, and access to your current opportunity notes or CRM fields, you will get more value from the practical exercises.
Local Application and Business Return
How participants can apply the training in local operating conditions, and the return their organisation can plan for.
How participants apply this
Expected ROI
Training Methodology
This is a practical, outcome-driven course designed to turn consultative and solution selling training into measurable action and credible reporting.
Methodology includes:
- Calculate opportunity quality using MEDDICC scoring sheets and CRM deal fields.
- Role-play late-stage buying committee scenarios with procurement and technical stakeholders.
- Assess call quality with SPIN Selling and a structured discovery checklist.
- Map stakeholder influence using a decision-center diagram and approval path chart.
- Analyze case patterns from SaaS, professional services, manufacturing, and telecommunications sales.
- Build a client-specific value proposition canvas under time and proposal constraints.
- Challenge current selling habits using pipeline evidence, loss reasons, and conversion benchmarks.
Upcoming Sessions
Next available dates worldwide
Certification
Recognized credentials that advance your career
Participants who complete the Consultative and Solution Selling Training Program earn a Trainingcred Certificate of Achievement, demonstrating professional competence and alignment with global standards in learning and development.
NITA Accredited
Accredited by the National Industrial Training Authority, ensuring programs meet nationally recognized standards of quality and relevance.
CPD Certified
Recognized by the CPD Certification Service, ensuring every program meets internationally benchmarked standards of professional excellence.
Why this course earns its place on your CV
Accredited training, practitioner trainers, and peers on the same career track — the three things real expertise is built on.
Effective Learning & Skill Development
- Build expertise with structured, outcome-driven learning.
- Equip individuals and teams with skills that grow with industry needs.
- Reinforce learning through real-world scenarios, case studies and practical exercises.
Career Growth & Professional Advancement
- Apply what you learn with a proven methodology that ensures lasting impact.
- Develop immediately usable skills that translate directly into workplace success.
- Gain the expertise needed for career advancement and leadership roles.
Training Optimization & Learning Excellence
- Tailor training to industry-specific challenges and organizational goals.
- Use data-driven insights and automation to enhance training effectiveness.
- Evaluate progress and ensure long-term learning success.
Tools and platforms relevant to this field
Examples Viet Nam teams may encounter, and that may be featured in training where they support the confirmed course scope.
These are field-relevant examples, not a promise that every tool will be covered. Exact coverage depends on the confirmed course scope, participant needs, and delivery format.
-
Salesforce Sales Cloud SalesforceUsed to manage leads, opportunities, account plans, and pipeline visibility for consultative selling teams.
-
Microsoft Dynamics 365 Sales MicrosoftUsed for structured account management, opportunity tracking, and sales forecasting in B2B teams.
-
HubSpot Sales Hub HubSpotUsed by commercial teams to track prospect engagement, record discovery notes, and support follow-up discipline.
