International Business Skills Training Specialist
Consultative Client Skills - one day training course
Consultative Selling for B2B Solutions
How to sell expertise, not hours. Value, not volume.
One-day training course, online or onsite.
Overview
In the legal, IT and consulting markets, clients are not buying products. They are buying judgment, risk reduction, speed, certainty and commercial impact.
This one-day training programme equips professional advisers and B2B solution sellers to diagnose complex client needs, shape demand, and position value in commercial terms that justify premium fees.
The Business Challenge
Across many B2B advisory environments:
- Partners and consultants over-explain expertise
- Discovery focuses on the brief, not the business
- Proposals list tasks, phases and hours
- Fees are defended late in the process
- Scope creep erodes margin
What Participants Learn
Participants will be able to:
- Apply consultative and value-based selling in complex B2B environments
- Conduct commercial discovery beyond the technical brief
- Identify strategic, financial and operational drivers
Course Outline
Course Structure and Highlights
From Expert to Trusted Adviser
- Transactional pitching vs advisory selling
- Building credibility through insight, not information
- Shifting the conversation from “cost” to “consequence”
Advanced Discovery in Complex B2B Sales
- Questioning at three levels: operational, financial, and strategic
- Uncovering risk, urgency, and hidden political drivers
- Mapping stakeholders and decision influencers
Defining and Demonstrating Value
- Translating technical capability into commercial outcomes
- Linking services to revenue growth, cost reduction, or risk mitigation
- Building a compelling value hypothesis
Fee Conversations and Value Defence
- Framing fees in the context of return and risk avoided
- Negotiating scope without eroding margin
- Managing procurement conversations with confidence
Securing Commitment
- Aligning technical, financial and executive decision-makers
- Clarifying next steps and governance
- Organised and disciplined follow-up