Consultative Selling & Closing Techniques

Course Code: WSB-312

Program: Operations & Administration Academy

Course Overview: Help sales professionals adopt a consultative approach that focuses on customer needs, solution alignment, and long-term value creation.

This course develops practical capability in consultative selling, discovery and needs assessment, solution alignment, handling objections and advancing opportunities, and closing and relationship growth.

Learning Outcomes

By the end of this course, learners will be able to:

• Conduct effective sales discovery
• Align solutions with customer needs
• Build consultative sales relationships
• Handle objections professionally
• Advance opportunities effectively
• Improve closing success rates

Target Audience: Sales professionals, account managers, client-facing employees, business-development teams, relationship managers, and commercial leaders who want to strengthen practical capability in consultative selling and closing techniques.

Learning Experience: Learners engage through video overviews, audio deep dives, study guides, practical examples, reflection prompts, workbook activities, applied tasks, knowledge checks, and end-of-module quizzes. Activities support practical application in consultative selling, discovery and needs assessment, solution alignment, handling objections and advancing opportunities, and closing and relationship growth.

Course Structure: 5 modules / 20 lessons.

Special Feature: Every module concludes with a Putting It All Together audio deep dive that connects the key lessons and supports reflection and practical application.

Pathway Focus: Understand consultative selling. Apply solution alignment. Strengthen closing and relationship growth.