This Consultative Selling Skills Workshop raises the overall sales effectiveness of the participants. The workshop covers the process of holding effective client sales meetings in which the participants gain a sound understanding of clients' needs, ensure that their objectives are reached, and map out next steps to be implemented in a timely manner.

During the workshop, we also discuss the concept of becoming a "Trusted Advisor" and specific steps the participants can take to create the foundation for this relationship with clients.

By completing this workshop, participants will:

  • Build rapport with a range of different positions within the client's organization
  • Create the right impression
  • Uncover needs by asking the right questions in the right way
  • Deliver a persuasive sales message that is relevant and value driven
  • Handle resistance in a professional and sincere manner
  • See the client's commitment to the next stage of the sales process and ultimately close the deal

Session Outline


  • Becoming a Trusted Advisor
  • Understanding the Client
  • The Perfect Sales Meeting
  • Building Rapport
  • Positioning the Meeting
  • Ascertain and Confirm
  • Adding Value to the Client
  • Presenting Your Solution
  • Dealing with Resistance
  • Seeking Commitment


8:45 AM

15 mins


9 AM

30 mins

• Welcome
• Workshop objectives
• Today’s Agenda
• Housekeeping
• Introductions / Icebreaker

9:30 AM

15 mins

Understanding Consultative Selling
• Consultative selling is not about / is about…
• Client Relationship Levels / Becoming a Trusted Advisor
• Small Group Discussion: Service vs. Trust Based Relationship
• The 3 Cs: Being a Trusted Advisor
• Building Your Case Study

9:45 AM

45 mins

Opening Role-Play
• 15 min to prepare
• 5 min role-play
• Review and feedback

10:30 AM

15 mins

Coffee Break

10:45 AM

30 mins

Conducting a Sales Conversation
• Question: How do you define a successful sales meeting?
• A successful sales meeting
• Sales Meeting Flow (questions for discussion)
• The Perfect Sales Meeting: BRACES Process
• Possible Outcomes

11:15 AM

45 mins

Building Rapport
• Building Rapport
• Ways to Destroy Rapport
• Ways to Build Rapport
• Case Study Discussion

12 PM

60 mins

Lunch Break

1 PM

30 mins

Positioning the Meeting
• Positioning the Meeting (what, why, how, outcome)
• Tips & Hints
• Case Study Discussion

1:30 PM

30 mins

Ascertain and Confirm: Asking Questions
• Open and closed questions (and case study discussion)
• Follow-up Questions (and exercise)
• Expertise Questions (and case study discussion)
• Funnel Approach: Topic and Conversation (optional based on time)

2 PM

30 mins

Active Listening
• Degrees of Listening
• Passive Listening (exercise)
• Tips & Hints
• Active Listening (exercise)

2:30 PM

30 mins

Explain (Presenting Your Solution)
• Exercise: 3 Rules of Persuasion
• Persuasive Message: Statement, Value, Relevance
• Creating the Value
• Case Study Discussion

3 PM

30 mins

Dealing with Resistance
• Quick Video: Trapped Mouse
• Discussion: Why clients resist? (rational and emotional)
• Handling Resistance (4 Steps)
• Methods for Handling Resistance
• Tips & Hints
• Case Study Discussion

3:30 PM

15 mins

Coffee Break

3:45 PM

30 mins

Seek (Gaining Commitment and Closing)
• Question: what is your objective at the end of every sales meeting?
• Moving the Conversation Forward
• Motivating Client Commitment
• Question: What commitments can you ask for…?
• Closing the Meeting
• Case Study Discussion

4:15 PM

60 mins

• 10 min to prepare
• 3 min role-play
• Critique and feedback

5:15 PM

5:30 PM

End of Day Wrap-Up
• End of Day Discussion
• Key Learning

Refreshments will be served during the coffee break for the attendees. Lunch at a nearby restaurant is also included with the ticket price.



A prepayment is required when choosing 'Members only price' or 'Standard Price'.

Member Ticket
Member Price RMB 2,650
Member Company Employee Ticket
RMB 3,650
Non-Member Ticket
RMB 4,650


  • All registrations shall be made online before the session. For full-day sessions, payment also shall be made before the session.
  • For half-day sessions, AmCham Shanghai members are eligible to attend free of charge with Training Credit*; AmCham Shanghai members without Training Credit are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at "Employee Rate".
  • For full-day sessions, AmCham Shanghai members are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at “Employee Rate”; Non-members are eligible to attend at “Non-Member Rate”.
  • Limited spaces are available and attendance will be given on a first-come, first-served basis.
  • Members please bring your membership card and non-members bring your business card upon check-in at the training session.
Walk-in and Cancellation Policy
  • This session requires confirmation of attendance in advance. If you attend this session without prior registration, you will be charged an RMB50 "walk-in" fee as member and RMB100 as employee.
  • Cancellation: If you need to cancel your registration for a half-day session, please notify Ivette Corominas at (86 21) 6279 7119 ext. 5671 or email ivette.corominas@amcham-shanghai.org no less than 24 hours in advance. If you need to cancel your registration for a full-day session, please notify Ivette Corominas at least two weeks prior to the session for a full refund. Cancellation made within two weeks before the session will not be refundable.
  • To ensure that you have a seat, please come to the session on time. Open seats will be released to other guests 15 minutes after the session starts.