Consultative & Value-Based Selling Training Course
Course Overview
| Course Title | Consultative & Value-Based Selling Training Course |
| Organization | Tech For Development (T4D) |
| Venue | Tech For Development (T4D) Training Center along Tala Road, Runda, Nairobi |
| Duration | 10 days |
| Target Industries |
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| Target Job Roles |
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| Course Fees (Face-to-Face) | USD 2,200/KES 150,000 (Exclusive of VAT) |
| Course Fees (Virtual) | |
| Training Modes | Virtual and face-to-face training |
| Payment | Payment should be made to the Tech For Development (T4D) bank account on or before the start of the course |
| Accreditation | Tech For Development Certificate of Course Completion |
Course Overview
This course provides sales professionals with the frameworks and skills to adopt a consultative and value-based selling approach. Instead of pushing products, participants learn to diagnose client needs, build trust, and position solutions that deliver measurable business value.
Course Duration:
10 Days
Target Audience
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B2B and solution sales professionals
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Business development executives
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Account managers and customer success managers
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Pre-sales and solution consultants
Personal Impact
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Strengthen client relationship-building skills
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Gain the ability to uncover deep business needs
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Build confidence in selling based on value rather than price
Organizational Impact
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Increased sales revenue through value-focused selling
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Improved customer satisfaction and loyalty
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Higher deal sizes and long-term partnerships
Course Objectives
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Master consultative sales conversations
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Link customer pain points to tailored value propositions
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Build trust through advisory sales approaches
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Use value-based metrics to justify solutions
Course Modules
Course Outline
Module 1: Foundations of Consultative Selling
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What makes selling consultative
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Shifting from product-push to value-pull
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The role of trust in sales relationships
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Case Study: IBM’s consultative sales transformation
Module 2: Understanding Customer Needs & Pain Points
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Diagnostic questioning techniques
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Listening skills and empathy in sales
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Mapping customer business challenges
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Real-Life Project: Conduct a needs analysis interview
Module 3: Developing Customer-Centric Value Propositions
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Crafting tailored solutions based on customer context
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Linking features to business benefits
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Translating technical specs into business outcomes
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Case Study: Value proposition design in B2B SaaS
Module 4: Building Trust & Credibility with Clients
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Becoming a trusted advisor
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Leveraging industry expertise for credibility
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Maintaining transparency in conversations
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Real-Life Project: Role-play a trust-building sales call
Module 5: Value-Based Selling Fundamentals
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Defining value in customer terms
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Differentiating cost vs. value selling
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Calculating value impact on client business
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Case Study: Cisco’s value-based selling framework
Module 6: Using Financial Metrics in Value Selling
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ROI, TCO, and payback period in sales
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Building a business case for customers
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Quantifying value through financial modeling
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Real-Life Project: Develop an ROI-based sales pitch
Module 7: Consultative Presentation & Storytelling
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Structuring consultative presentations
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Storytelling for influence and persuasion
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Demonstrating value with client-centric narratives
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Case Study: Storytelling in sales at Salesforce
Module 8: Objection Handling in Consultative Selling
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Identifying objections early
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Reframing objections as opportunities
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Managing price and budget objections effectively
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Real-Life Project: Objection handling role-play
Module 9: Negotiation in Value-Based Selling
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Aligning negotiation with client’s value perception
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Protecting margins while demonstrating ROI
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Building long-term partnership terms
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Case Study: Long-term client partnership in consulting industry
Module 10: Embedding Consultative Selling in Teams
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Coaching and mentoring consultative skills
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Aligning teams around customer value delivery
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Building a consultative sales culture
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Real-Life Project: Develop a consultative selling framework
Course Administration
Methodology
Instructor-led sessions use a blended learning approach combining presentations, guided practical exercises, web-based tutorials, and group work, delivered by seasoned industry experts. All facilitation and course materials are in English, so participants should be reasonably proficient in the language.
Accreditation
Upon successful completion of this training, participants will be issued a Tech For Development Certificate of Course Completion certified by the National Industrial Training Authority (NITA).
Training Venue
The training will be held at the Tech For Development Training Centre. The course fee covers the course tuition, training materials, two break refreshments, and lunch. All participants will additionally cater to their travel expenses, visa application, insurance, and other personal expenses.
Accommodation & Airport Transfer
Arranged upon request.For reservations contact the Training Officer:
Email: [email protected]
Phone: (+254) 790 824 179
Tailor-Made
This training can also be customized to suit the needs of your institution upon request. You can have it delivered in our T4D Training Centre or at a convenient location.
Payment
Payment should be transferred to the T4D account through a bank on or before the start of the course. Send proof of payment to [email protected].
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