Global

Consultative selling essentials: Running a structured sales conversation from first call to close

A ready-made course you customise for your organisation, with a live session deck and two surveys. You only add the 10 details that are specific to your organisation.

See the live deckSee the full outline
Try the coursePreview the survey
Length
45 min
Lessons
6 lessons
Frequency
At onboarding for new sellers
Last reviewed
21 Oct 2026
Grey areas: stakeholders, champions and blockers
What would you do?

A finance director joins late and questions the price

Try it: this is one of 18 interactive activities in the course.

What's included

Three pieces that work together

Copy once, get everything. Learners prepare on their own, you answer questions live, and the surveys tell you what stuck.

Self-paced course

Short lessons with real workplace scenarios, not walls of text.

  • 6 lessons, about 45 minutes
  • Scenario, sorting activity, process, timeline and quizzes

Live session deck

An AhaSlides presentation to run after the course, in person or online.

  • 12 slides
  • Quiz, poll, word cloud, scale slides
  • A closing slide for your contacts

Two surveys

Find out what landed, and whether people use it on the job.

  • Post-course feedback, about 2 minutes
  • 30-day check-in
  • Anonymous by default
  • Results feed your next refresher

Learning objectives

At the end of this course, learners can

Each objective and the lesson that covers it.

IDObjectiveSourceWhere it's covered
TO 372.0Achieve ≥ 80% on the final assessmentn/aWhole course
SO 372.1Explain why buyers engage with some sellers and not othersBest practiceWhole course
SO 372.2Place a deal in the right stage and say what counts as progress + your infoOrganisation's sales stage definitionsWhole course
SO 372.3Sort customer statements by question type and ask situation, problem, implication and need-payoff questionsBest practiceWhole course
SO 372.4Tie an offer to a business result and map the people who influence the decisionBest practiceWhole course
SO 372.5Agree a specific next step and record it in the CRM + your infoOrganisation's CRM standardsWhole course

Your part: what a template can't do for you

  • Your workplace details: fill in the 10 highlighted fields so the course describes your own policies, contacts and locations.
  • Records: record completion in your own LMS or record system.

Course outline

6 lessons, about 45 minutes

Minutes per lesson are an estimate, shared out by page count.

ContentInteractiveVideoYou customise
1

Why buyers talk to some sellers and not others

3 pages

9 min
Before you beginNoteList
Two calls, one buyerTextImage
What did the buyer notice?ChecklistKey factQuiz
2

The stages of a sale and what counts as progress

3 pages

9 min
The stagesTimelineYour info
Progress or activity?Sorting activity
CheckMatching quizQuiz
3

Question-led discovery and tying the offer to a business result

3 pages

9 min
Four kinds of questionTabs
Sort the customer statementsSorting activityFlashcards
From feature to resultProcessQuiz
4

Grey areas: stakeholders, champions and blockers

3 pages

9 min
ScenarioScenario
ScenarioScenario
ScenarioScenarioMulti-select quiz
5

Agreeing the next step, recording it, and where to get help

2 pages

6 min
Next step and CRMAccordionYour infoQuiz
Who to askProcessYour infoYour infoYour infoYour info
6

Final assessment

1 page

3 min
PracticeQuizKey factNoteButtonYour info

Live deck and surveys

12 slides to run live, two surveys to close the loop

Pink slides are interactive. Both surveys are anonymous; pink questions are written for this course.

ContentTitle, agenda, "not legal advice
PollHow do you decide what to ask in a first call?
ContentThe five stages and what counts as progress
QuizWhich counts as progress in a deal? (A dated next step the buyer agreed to ✔)
Word cloudOne question that opened a buyer up
ContentSituation, problem, implication, need-payoff questions
QuizWhat would it cost you if the errors continued?" is a… (Implication question ✔)
QuizA late-joining finance director questions the price. You… (Ask what outcome matters to them ✔)
ScaleHow confident are you naming everyone who influences a current deal?
Open-endedThe next step I will make more specific this week
Q&AAsk the trainer anything
Content · customiseClosing {{SALES_ENABLEMENT_CONTACT}}, {{SALES_PLAYBOOK_LINK}}, {{SURVEY_1_URL}}, {{SURVEY_2_URL}}
Post-course feedback: 11 questions, about 2 min
  1. Overall rating 5 stars
  2. Relevant, realistic, right length, helpful activities agree/disagree grid
  3. What was most useful? multi-select
  4. Confidence before this course, and now 1-5 scale
  5. Which kind of question have you used most since the course? multiple choice
  6. How confident are you in naming the stage of each of your deals? 1-5 scale
  7. What blocked you from using a technique? short text
  8. I would tell my manager if a deal was not progressing the way the CRM shows. 1-5 scale
  9. One thing we should change or add open text
  10. Would you recommend this course? NPS
30-day check-in
  1. Have you used what you learned since the course? multiple choice
  2. How confident are you today? Compare with day 1 1-5 scale
  3. Do you know where to find the sales playbook and stage definitions? yes / no / not sure
  4. A moment where the training helped, or where you weren't sure open text
  5. Which topics should the next refresher focus on? ranking

Results show whether people use the training on the job, not just whether they finished it.

Make it yours

10 fields to fill in, and you're ready

Everything else is done. These are the details only your organisation knows; each one is highlighted inside the course.

  • Sales enablement contact{{SALES_ENABLEMENT_CONTACT}}
  • Compliance contact{{COMPLIANCE_CONTACT}}
  • Escalation route{{ESCALATION_ROUTE}}
  • Sales playbook link{{SALES_PLAYBOOK_LINK}}
  • Sales stage definitions link{{SALES_STAGE_DEFINITIONS_LINK}}
  • Sales conduct policy link{{SALES_CONDUCT_POLICY_LINK}}
Show all 10 fields
  • Crm system{{CRM_SYSTEM}}
  • LMS or record system{{LMS_OR_RECORD_SYSTEM}}
  • Survey 1 URL{{SURVEY_1_URL}}
  • Survey 2 URL{{SURVEY_2_URL}}

FAQ

Common questions

Can I run consultative selling essentials: Running a structured sales conversation from first call to close training online?

Yes. The course is self-paced and online, and the live deck lets you add a live session in the room or online.

How often is this training needed?

At onboarding for new sellers, when a team adopts one sales process, and as an annual refresher.

Who needs this training?

New and mid-level B2B sellers and account executives; a variant for sales enablement teams standardising on one method (run by sales enablement with L&D).

What records should I keep?

Record completion in your own LMS or record system, so you can show who finished the course and when.

Can I edit the content?

Yes, everything. Change the wording, swap scenarios for ones from your workplace, add your logo, or remove parts that don't apply.

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Last reviewed: 21 October 2026Templates are a starting point, not legal advice.

Ready to run it?

Open the live deck to see how the session runs alongside the course and both surveys.

See the live deck