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Consultative Selling training

Seven short microlessons on consultative selling, from diagnosing the problem and defining outcomes to business cases and relationship selling, with a situational test.

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Consultative Selling Blueprint course preview
7Short, TikTok-style microlessonsIn the browser or the iOS and Android apps

Revenue teams that chose 5Mins

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  • 1Assessments
  • 7Microlessons
  • MobileBrowser, iOS and Android apps
About this course

What the Consultative Selling course covers

This course covers consultative selling in seven short microlessons. It's built for B2B sellers who want to sell by solving problems, and covers the main selling strategies, diagnosing the client's problem, defining the outcome the client wants, the purpose of a business case, a consultative selling script, relationship selling and four principles of a consultative approach. It ends with a situational test about a B2B software salesperson who finds closing deals hard despite good conversations.

Learning outcomes

What your people will be able to do

  • Compare the main sales strategies and when to use a consultative approach
  • Diagnose client problems with prescriptive questions
  • Define the outcome the client wants and why it matters
  • Build and present a business case at a strategic level
  • Use a consultative selling script and the 70/30 conversation rule
  • Build long-term relationships through trust and problem solving
Course contents

7 microlessons

Each microlesson is a short, TikTok-style video lesson, with knowledge checks along the way.

1Types Of Selling Strategies & Why Building Sales Relationships Matters
2Identifying the Problem
3Defining the Outcome & Importance of Contact
4The Purpose of a Business Case
5Identifying Your Client's Problem
6Why Relationship Selling Is So Important
7Zendesk on 4 principles of the consultative sales approach

  1. Types Of Selling Strategies & Why Building Sales Relationships Matters: The main selling strategies, and why relationships matter in each.
  2. Identifying the Problem: Diagnosing the client's problem with prescriptive questions before you prescribe.
  3. Defining the Outcome & Importance of Contact: Defining the outcome the client wants and why it matters to them.
  4. The Purpose of a Business Case: How a business case lifts the conversation to executive level.
  5. Identifying Your Client's Problem: A consultative selling script for getting to the heart of the client's problem.
  6. Why Relationship Selling Is So Important: Why long-term relationships drive repeat business and referrals.
  7. Zendesk on 4 principles of the consultative sales approach: Four principles of a consultative sales approach.
Audience

Who should take this course

Who it's for

  • B2B account executives and account managers
  • Sellers moving from transactional to consultative sales
  • Customer success managers who lead commercial conversations
How it runs in 5Mins

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  • EnrollAuto-enroll

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  • RemindReminders

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  • ReportTeam Progress Email

    Managers get a regular email with their team's overdue courses and courses due in the next 30 days.

  • EngagePoints and streaks

    Points, streaks and leaderboards keep people coming back to finish.

  • TrackReporting & Insights

    See who has started, finished or is overdue, by person and by team.

Customer stories

Revenue teams that train with 5Mins

Sales, people and L&D leaders on what changed when they moved their training to 5Mins. Pick a team to see what changed.

SalesSales & CS Enablement SaaS 83%

less training time, from 24 hours to 4 hours a quarter

  • 100% voluntary retention, with zero drop-offs
  • Better live sessions, built on short pre-work

Switching to 5Mins cut our online training time from 24 hours to 4 per quarter, and our live sessions got better. We kept 100% voluntary retention and saw zero drop-offs.

Scott BrinkmeyerScott BrinkmeyerLearning and Development Manager, Channable
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SalesSales & CS Enablement Clinical trial payments 95%

less setup time, from 3+ hours per session to one annual setup

  • 100% of manual tracking spreadsheets removed
  • 3+ hours saved on every training session

We wanted our salespeople to have real conversations with customers, built on listening and reflecting. 5Mins takes the pressure off the people delivering the training. It's like the Duolingo of the corporate world.

Richard McCannRichard McCannGlobal VP of Clinical Site Payments & Data Analytics, Greenphire
Read the Greenphire story
SalesSales & CS Enablement Marketing agency, multiple offices 2 weeks

between live sessions, with microlessons and discussion questions sent out before each one

  • Multiple offices and time zones
  • No full days blocked out for training

Blocking out a full day for training was never realistic. Now short lessons and discussion questions go out before each session every two weeks, so people arrive having already done the thinking.

Lucy StilemanLucy StilemanGlobal Director of Campaign Delivery, Interlink
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★ Free sample lesson

See 5Mins in action with a free sample lesson

Interested in Consultative Selling training? Request a free sample lesson, book a short demo with our team, and we'll share your sample lessons after the call.

  • Real microlessons from our library
  • A short demo with our team
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Your questions answered

Questions about Consultative Selling training

How long is the Consultative Selling course?

It's made up of 7 short microlessons, plus a situational test. Learners can finish it in one sitting or spread it over a few days, and 5Mins sends reminders until it is done.

How are learners assessed?

The course ends with a situational test: a realistic sales scenario, with questions on how you would handle it.

What does the course cover?

The main selling strategies, diagnosing the client's problem, defining the outcome the client wants, the purpose of a business case, a consultative selling script, relationship selling and four principles of a consultative approach.

Who should take Consultative Selling training?

B2B account executives, account managers and customer success managers who want to sell by solving problems.

Can I try the course first?

Yes. Request a free sample lesson and book a short demo with our team. After your demo, we'll share sample lessons with you so you can see the format for yourself.

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