Consultative Selling and Sales Relationships Training Course
$27.50 inc. GST
Consultative selling is a customer-first approach that puts the client’s needs ahead of the pitch. This course defines consultative selling and breaks down the four features of a consultative mindset, then examines why honesty and transparency are central to building sales relationships that last. It closes with a practical look at emotional intelligence in selling, covering four key aspects of EQ that help salespeople read situations, build trust, and guide customers toward the right decision.
Designed for anyone in a relationship-selling role, this course suits salespeople handling large, complex, or high-consideration purchases where customers are weighing up multiple options. Learners receive an instant digital certificate on completion.
This course will take approximately 36 minutes to complete.
Why is the Consultative Selling and Sales Relationships Training Important?
Complex and high-value sales rarely close on price or product features alone — they close on trust. When customers are comparing multiple options or making a significant purchasing decision, a pushy or transactional approach loses deals, while a consultative one wins repeat business and referrals.
Salespeople who lack a consultative mindset — or who default to persuasion over honesty — risk damaging customer relationships, increasing complaints, and losing deals to competitors who take the time to understand the customer’s actual problem.
This course builds the mindset, transparency, and emotional intelligence needed to guide customers through complex decisions confidently and ethically, strengthening both individual sales performance and the organisation’s reputation with customers.
Who Should Complete This Course
- Salespeople handling large, complex, or high-consideration purchasing decisions
- Account managers and client relationship staff guiding customers through multiple options
- New salespeople are building foundational consultative selling skills
- Any employee seeking to strengthen trust and transparency in customer-facing conversations
Topics Covered
- What is consultative selling?
- How can you use honesty and transparency
- Using EQ in consultative selling
Course Experience
- Fully online and accessible anytime
- Interactive and scenario-based learning
- Self-paced completion (pause and resume anytime)
- No formal assessment — completion certificate awarded on finishing the course
- Instant digital certificate on completion
- Accessible design (WCAG 2.2 AA compliant; suitable for all literacy levels)
Assessment
- No formal assessment — a completion certificate is awarded on finishing the course.
Related Courses
- Understanding the Client Buying Cycle Training Course
- Sales Management 1: Becoming a Sales Manager
- Sales Management 2: Implementing a Process
- Sales Management 3: Tracking Sales Performance
Learning Outcomes
By completing this course, learners will be able to:
- Identify the four features of a consultative selling mindset
- Apply honesty and transparency to build stronger sales relationships
- Recognise the role of emotional intelligence in guiding customer decisions
- Demonstrate the four key aspects of EQ in a selling context
- Respond to complex customer decisions with a customer-first approach
Organisational Benefits
- Improve conversion rates on large or complex sales
- Strengthen customer trust and long-term relationships
- Reduce customer complaints linked to pushy or transparently poor sales tactics
- Build a sales culture centred on honesty and customer outcomes
- Equip sales teams with a consistent, repeatable consultative approach
| Platforms | Desktop, laptop, tablet or mobile (widescreen) |
| Browsers | Chrome, Edge, Firefox and Safari are supported (typically versions from 2019 onwards). IE11 is not supported |
| Hosting | Enrol in Tribal Habits portal |
| Accessible | Yes, meets WCAG 2.2 guidelines at a Level AA standard – More info on WCAG 2.2 here |
Description
Why is the Consultative Selling and Sales Relationships Training Important?
Complex and high-value sales rarely close on price or product features alone — they close on trust. When customers are comparing multiple options or making a significant purchasing decision, a pushy or transactional approach loses deals, while a consultative one wins repeat business and referrals.
Salespeople who lack a consultative mindset — or who default to persuasion over honesty — risk damaging customer relationships, increasing complaints, and losing deals to competitors who take the time to understand the customer’s actual problem.
This course builds the mindset, transparency, and emotional intelligence needed to guide customers through complex decisions confidently and ethically, strengthening both individual sales performance and the organisation’s reputation with customers.
Who Should Complete This Course
- Salespeople handling large, complex, or high-consideration purchasing decisions
- Account managers and client relationship staff guiding customers through multiple options
- New salespeople are building foundational consultative selling skills
- Any employee seeking to strengthen trust and transparency in customer-facing conversations
Topics Covered
Topics Covered
- What is consultative selling?
- How can you use honesty and transparency
- Using EQ in consultative selling
Experience
Course Experience
- Fully online and accessible anytime
- Interactive and scenario-based learning
- Self-paced completion (pause and resume anytime)
- No formal assessment — completion certificate awarded on finishing the course
- Instant digital certificate on completion
- Accessible design (WCAG 2.2 AA compliant; suitable for all literacy levels)
Assessment
- No formal assessment — a completion certificate is awarded on finishing the course.
Related Courses
- Understanding the Client Buying Cycle Training Course
- Sales Management 1: Becoming a Sales Manager
- Sales Management 2: Implementing a Process
- Sales Management 3: Tracking Sales Performance
Outcomes
Learning Outcomes
By completing this course, learners will be able to:
- Identify the four features of a consultative selling mindset
- Apply honesty and transparency to build stronger sales relationships
- Recognise the role of emotional intelligence in guiding customer decisions
- Demonstrate the four key aspects of EQ in a selling context
- Respond to complex customer decisions with a customer-first approach
Organisational Benefits
- Improve conversion rates on large or complex sales
- Strengthen customer trust and long-term relationships
- Reduce customer complaints linked to pushy or transparently poor sales tactics
- Build a sales culture centred on honesty and customer outcomes
- Equip sales teams with a consistent, repeatable consultative approach
Accessibility
| Platforms | Desktop, laptop, tablet or mobile (widescreen) |
| Browsers | Chrome, Edge, Firefox and Safari are supported (typically versions from 2019 onwards). IE11 is not supported |
| Hosting | Enrol in Tribal Habits portal |
| Accessible | Yes, meets WCAG 2.2 guidelines at a Level AA standard – More info on WCAG 2.2 here |
