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Sales, Service & Marketing

Consultative Selling (B2B)

Move sales teams from pitching products to diagnosing needs and building trusted, long-term business relationships.

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1–2

Days (typical)

On-site

or virtual

Tailored

to your sector

Overview

What this programme does

Move sales teams from pitching products to diagnosing needs and building trusted, long-term business relationships.

Like all PSP programmes, it’s activity-based and built for transfer — participants practise with real scenarios from their own work, not generic case studies, and leave with tools they can use the next day.

Who should attend

Built for

B2B sales and business development teams
Account managers and solution sellers
Technical sales and pre-sales
Founders selling to enterprises

Outcomes

What participants will be able to do

Concrete, observable capability — the kind that shows up in everyday work.

Run discovery that uncovers real needs
Sell value and outcomes, not features
Build trust with multiple stakeholders

Handle objections without discounting
Advance and close complex deals

Programme outline

Indicative modules

Every outline is tailored after a short discovery conversation — this is a typical flow.

From product-push to consultative selling
Pre-call research and planning
Discovery and diagnostic questioning
Positioning value to each stakeholder
Objection handling and negotiation
Closing and growing the account

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Programme

Questions

Frequently asked

Can the Consultative Selling (B2B) programme be customised for our organisation?

Yes. Every PSP programme is tailored after a short discovery conversation — we adapt the outline, examples and scenarios to your industry, audience level and goals.

How long is the programme and how is it delivered?

It typically runs one to two days and can be delivered on-site at your premises or virtually. We adjust the duration and format to your schedule and objectives.

Who should attend?

B2B sales and business development teams, account managers and solution sellers, and similar roles. We can also run level-specific cohorts.

Do participants receive a certificate?

Yes — participants receive a People Skills Pakistan certificate of completion, which can be verified online through our certificate page.

Let’s talk

Bring Consultative Selling (B2B) to your team

Tell us your audience and goal and we’ll tailor this programme — outline, examples and duration — to your organisation.

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