Overview

The ELAvate! Consultative Selling Skills (CSS) workshop is a two-day, high-impact program designed to equip B2B sales professionals with advanced strategies and communication skills. Its primary goal is to help sales teams differentiate themselves in a competitive market by developing high-trust, long-term customer relationships that advance sales and sustain loyalty. 

The workshop emphasizes practical application, incorporating foundational B2B selling skills with the advanced COIN probing process. It aims to move sales discussions forward through structured processes, overcome customer resistance, and ensure clear next steps for mutual progress. Participants will receive pre- and post-workshop mastery tests, real-time coaching, and practical tools like a CSS Skill Guide Card and a Reusable Pre-Call Planner. 

The CSS workshop is part of the broader ELAvate Sales Suite and boasts features like a proven track record in Bahasa Indonesia, a new Asian version, and content based on research from AchieveGlobal, SPIN, and ELAvate. It is tailored for sales professionals, account managers, and anyone involved in the B2B sales process, whether in-person or virtual. The program promises to help organizations foster stronger customer relationships, improve sales team efficiency, and achieve measurable improvements in sales outcomes.

Skills Covered

The CSS workshop focuses on developing a range of critical selling skills, including:

  • Pre-Call Preparation: Mastering structured and goal-oriented pre-call planning using the CSS planner.
  • Core and Advanced B2B Selling Skills: Use advanced questioning & active listening techniques. Learn the six types of selling questions and COIN probing to deeply understand customer needs and motivations.
  • Trust-Based Relationship Building: Develop credibility and establish mutual value to create collaborative, long-term customer partnerships.
  • Resistance & Objection Management: Use the COINs strategy to overcome customer apathy, doubts, and objections—including Asian-specific techniques for handling early price Resistances.
  • Solution-Focused Communication: Present impactful solutions that address both immediate and long-term customer business goals while concluding meetings with clear next steps.

Prerequisites

The participants must take Pre Mastery Test and read the Pre-work before attend the workshop. 

Target Audience

This workshop is ideal for sales professionals, account managers, and anyone involved in the B2B sales process—whether in-person or virtual.  

Course Curriculum

Module 1: Introduction to Consultative Selling Skills

  • Changing World of Sales  
  • Purpose / Process / Payoff 
  • ELAvate Your Customer Relationship – Airplane Model 
  • CSS Selling Process  

Module 2: Earn the Right

  • Step One – Prepare and Plan for Sales Meeting  
  • Application – Sales Meeting Planner – Sections 1 & 2 
  • Step Two – “Earn the Right” skills to Begin the Sales Meeting  
  • Applications: Sales Meeting Planner – Section 3 

Module 3: Probe to Understand Your Customer

  • Applications: Sales Meeting Planner – Section 4  
  • Successful Salespeople Are Great Listeners  
  • Successful Salespeople Master the Six Types of Probes  
  • Open Probes  
  • Closed Probes
  • Confirming Probes  
  • Checking Probes  
  • Explore Probes  
  • Impact Probes  
  • Application Sheet – Practice The Six Types of Probes  

Module 4: Communicate Your Solution

  • Empathize with Customer’s Need – The 5A’s 
  • Introduce Appropriate Features and Benefits 
  • Applications: Sales Meeting Planner – Section 5 

Module 5: Close to Gain Commitment

  • When to Close  
  • How to Close  
  • Summarize the Discussion  
  • Agree on the Commitments for You and the Customer  
  • Check for the Customer’s Agreement  
  • When the Customer Stalls  
  • Applications: Sales Meeting Planner – Section 6 

Module 6: Business Discussion Skills

  • Role Play 1:  Basic Selling Skills 

Module 7: Resolving Customer Resistance: PER Process
Module 8: Resolving Customer Resistance: Apathy

  • When to Overcome Customer Apathy  
  • Response to Apathy, Empathize and Ask Permission to Probe  
  • Resolve: Employ COIN (Circumstances – Opportunity – Impact – Needs) Probing Strategies  
  • Asian Perspective: Price Obstacle at the Beginning of a Sales Meeting  
  • Preparing to Resolve Customer Apathy  
  • Using COIN Probing Strategies in Competitive Selling Situations  
  • Applications: Sales Meeting Planner – Section 8  

Module 9: Resolving Customer Resistance: Obstacles, Misunderstanding and Doubts

  • Resistance Exercise  
  • Probe to Understand the Resistance  

Module 10: Resolving Customer Resistance: Obstacles

  • Applications: Sales Meeting Planner – Section 9 

Module 11: Resolving Customer Resistance: Misunderstanding

  • Overview and Reading 
  • Resolving Customer Misunderstanding  
  • Applications: Sales Meeting Planner – Section 10

Module 12: Resolving Customer Resistance: Doubt

  • Overview and Reading 
  • Resolving Customer Doubt  
  • Applications: Sales Meeting Planner – Section 11 
  • Role Play 2: Advanced Consultative Selling Skills 

Dates & Locations

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Exam & Certification

This course is not associated with any Certification.

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