Consultative and Solution Selling Corporate Training
Consultative & Solution Selling Corporate Training
A 24-hour instructor-led program that teaches sales teams to run disciplined discovery, sell on value, manage pipeline with rigor, and negotiate with confidence.
Instructor-led group trainingVirtual / on-site / off-site10 languagesDelivered inEnglish, Spanish, Mandarin, German, Arabic, Portuguese, Hindi, French, Japanese, Italian100+ countriesWe have delivered inUnited States, United Kingdom, India, Canada, Germany, France, Netherlands, UAE, Saudi Arabia, Singapore, Australia, Japan, Brazil, South Africa and 90+ more countries
How we build a high-performing consultative sales team
The Edstellar CONSULTATIVE SELLING Capability Model
Diagnose
Assess your team's discovery quality, qualification rigor, and pipeline habits before training begins.
Standardize
Establish shared language around discovery briefs, qualification criteria, and stage discipline.
Practice
Run guided hands-on labs that rebuild real calls, score real pipelines, and simulate real negotiations.
Measure
Track qualification scores, win rates, and deal velocity tied to the behaviors your team learned.
Scale
Extend proven consultative plays across segments with coaching that keeps them alive.
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Program Overview: What is Consultative and Solution Selling?
Consultative & Solution Selling is Edstellar's instructor-led program for B2B sales reps moving from pitching products to winning deals on value. Participants master consultative selling foundations, deep discovery and business needs analysis, solution design and value articulation, account planning, and negotiation tactics and closing discipline. The emphasis is value over discounting, with a qualification discipline that keeps forecasts honest.
Training runs deal-like from the first session. Reps practice questioning craft in live discovery simulations, build solution designs against real buyer scenarios, and run negotiation exercises with instructor feedback. Multi-threaded stakeholder engagement is rehearsed, not just discussed. The program closes with a capstone where each rep builds and defends a full-cycle consultative win plan for a realistic account.
Feature pitches and discount-led closes lose deals and wreck margins, while forecasts lie because qualification was skipped. Buyers can smell a pitch a mile away. This program teaches reps to discover real business needs, articulate value in the buyer's language, engage the full buying committee, and negotiate without giving away the deal, so they win on value instead of price.
The capstone win plan is the artifact your reps keep using: a full-cycle plan for a realistic account, with discovery findings, stakeholder map, value story, and negotiation playbook, built and defended in front of instructors who poke holes the way buyers do. It separates reps who improvise through quarters from reps who walk into every account with a plan. Your pipeline reviews get honest because the qualification discipline is baked in.
Over six modules, reps progress from questioning craft to a full-capstone win plan. The program emphasizes value over discounting, multi-threaded stakeholder engagement, and a qualification discipline that keeps forecasts honest.
What's Included in this Workshop for Your Enterprise Teams
- 1
Guided hands-on labs
Rebuild discovery calls, score pipelines, and simulate negotiations in instructor-led labs.
- 2
Capstone project
Build a full consultative win plan for a target account and defend it.
- 3
Deal-focused practice
Every lab uses real sales scenarios, not theory lectures.
- 24 hours of instructor-led sessions, onsite or live virtual
- Hybrid delivery aligned to your sales calendar
- Pre-program skills assessment for each cohort
- Post-program action plan and coaching guide
- Course materials and lab guides for every participant
- Scheduling aligned to your team territories
Build your team's skills. Anywhere in the world.
Real-world use cases
from day one
Instructor-led training
for your teams
Delivered globally
in 100+ countries
Enterprise Training Solutions Customized for Your Company
One partner for instructor-led corporate training, delivered the way your teams work.
Request a Training Quote- Customized Training Delivery
- Scale Your Training: Small to Large Teams
- In-person Onsite, Live Virtual or Hybrid Training Modes
- Plan from 2000+ Industry-ready Training Programs
- Hands-On Labs on Live Infrastructure, Led by Industry Experts
Consultative and Solution Selling Course Topics and Program Outline
A 24-hour applied program: consultative discovery, solution design and value articulation, account planning and pipeline management, and a capstone win plan.
Built by Edstellar with field-tested sales practitioners
Built by practitioners who carry quotas and run consultative cycles in live B2B pipelines, shaped around your stack and use cases.
We benchmark your reps' discovery, qualification, and pipeline habits so every lab targets your real deal patterns.
Your team learns consultative discovery, pain quantification, and value selling through instructor-led sessions.
Reps rebuild discovery calls, score pipelines, and run mock negotiations in guided hands-on practice labs.
Your team ships a full consultative win plan for a real account, ready to execute in your pipeline.
24 hours of instructor-led, lab-driven consultative selling ending in a full-cycle win plan your reps can execute.
Delivered as
Delivered hybrid, onsite, or live virtual across 3 full days or six half-day sessions, matched to your sales calendar.
Guided lab: dissect three recorded discovery calls and rebuild them into structured questioning plans.
learna)How buying decisions are really made in B2B accounts
b)Questioning frameworks: SPIN, challenger, and discovery craft
c)Active listening, note discipline, and CRM hygiene
d)Mapping buyer roles: economic buyer, user, influencer, blocker
Guided lab: build a quantified discovery brief from a realistic buyer profile with hidden budget signals.
learna)Multi-threaded discovery across departments and levels
b)Pain mapping and cost-of-inaction quantification
c)Sizing the buying committee and its decision criteria
d)Documenting findings in a living discovery brief
Guided lab: draft a value map and ROI narrative for a mid-market account, then stress-test it against objections.
practicea)From features to outcomes: value mapping grids
b)Building ROI and payback narratives from discovery data
c)Objection handling with evidence, not pressure
d)Pilot proposals, trials, and proof-of-value design
Guided lab: score a messy pipeline against MEDDIC criteria and write recovery plans for stalled deals.
practicea)Account planning templates: white space, coverage, action plans
b)Qualification frameworks: MEDDIC, BANT, and exit criteria
c)Pipeline hygiene: stage definitions, commit calls, forecasting
d)Risk flags, stall recovery, and plan-B plays
Guided lab: run a simulated procurement negotiation with a defined concession ladder and document the outcome.
practicea)Preparation: BATNA, walk-away, and concession planning
b)Trade-not-give: structured concession ladders
c)Handling procurement pressure and discount demands
d)Mutual action plans that lock in close dates
Capstone lab: present a full consultative win plan for a target account and defend it in an instructor review.
applya)Target account selection and stakeholder mapping
b)Discovery strategy and quantified pain case
c)Solution narrative, ROI model, and proposal
d)Negotiation playbook and mutual close plan
Customize this program tailored to your team?
Tell us your training needs: what your team already works with, the level they’re at, and the topics you want them to focus on. We’ll adjust the modules, duration and hands-on labs, and send you a customized outline for your group.
Key Skills and Outcomes Your Team Will Gain
Every outcome is practiced in guided labs and reinforced in the capstone, so your reps leave ready to run consultative deals.
Run disciplined discovery
Ask layered questions that surface real business pain and the people who feel it.
Quantify pain and value
Turn discovery findings into cost-of-inaction cases buyers will fund.
Sell on outcomes
Map solutions to measurable outcomes and tell the value story with proof.
Qualify with rigor
Use structured criteria to focus time on deals that can actually close.
Manage pipeline honestly
Keep stages, commit calls, and forecasts aligned to real buyer progress.
Negotiate commercial terms
Protect margin with concession ladders and trade, not give, under pressure.
Close with mutual plans
Lock in close dates with mutual action plans that keep deals moving.
Teams that Benefit from this Consultative and Solution Selling Group Training
Built for B2B sales teams that own discovery, proposals, and negotiation. Content adapts to role and experience, so each cohort practices the workflows it owns.
Win bigger deals with consultative rigor
AEs learn discovery depth, value selling, and negotiation discipline that lift win rates on complex deals.
Workflow friction
- Deals stalling after enthusiastic starts
- Discounting to win competitive deals
- Forecasts built on hope, not evidence
How the program helps
- Deeper discovery on every active opportunity
- Value cases that survive procurement review
- Cleaner close plans with real commit dates
Practice use cases
- discovery plans
- value narratives
- win plans
Qualify harder so AEs win faster
SDRs learn questioning craft and qualification rigor that feed the pipeline with deals worth pursuing.
Workflow friction
- Meetings set that never progress
- Shallow qualification and thin briefs
- No clear handoff standard between roles
How the program helps
- Higher-quality handoffs to account executives
- Better first-call discovery and documentation
- Faster ramp on qualification criteria
Practice use cases
- qualification checklists
- discovery calls
- handoff briefs
Coach a consultative culture at scale
Managers learn to coach discovery, inspect pipeline with evidence, and reinforce the new habits after training.
Workflow friction
- Coaching limited to deal heroics
- Forecast calls with no shared criteria
- New skills fading after training ends
How the program helps
- Consistent coaching language across the team
- Pipeline reviews that surface real risk
- A playbook for reinforcing new behaviors
Practice use cases
- coaching guides
- pipeline reviews
- skill reinforcement
Cohorts are grouped by role and sales experience so labs match the deals each team runs.
Prerequisites: This program suits B2B sales reps, SDRs, account managers, and sales leaders who run consultative cycles. No prior methodology training is required, though a live pipeline helps. Instructors adapt labs to your deal sizes, buyer profiles, and sales motion.
SDR to Strategic Account Leader
Start with questioning craft and qualification, advance through value selling and negotiation, and finish able to lead a complex consultative cycle end to end.
One program that grows with sales careers, from first discovery calls to confident complex-deal leadership.
Mixed cohort, or several teams at once?
We can tailor the training to different teams, roles, and experience levels within the same program.
Certificate of Training Completion.
On successful completion, employees receive an Edstellar course completion certificate, recognizing their commitment to ongoing learning and professional development. It validates the skills they have built and motivates them to keep growing and contribute to organizational success.
Earned, not attended. Awarded on completion of all hands-on labs and the capstone project.
Training Delivery Modes: Virtual, Onsite and Hybrid
Instructor-led delivery shaped to your sales calendar: live virtual for distributed teams, onsite for kickoff intensity, or hybrid for both.
Hybrid Training
A flexible mix of onsite sessions and live virtual labs, so your sales team learns without abandoning their pipeline.
- Onsite discovery workshops plus remote labs
- Calendar-friendly scheduling around quarter close
- Live instructor guidance in every session
- Same curriculum and labs in all formats
Onsite Training
Delivered at your office with instructors tailoring labs to your deals, buyer profiles, and sales motion.
- Tailored to your accounts and segments
- Live deal scenarios from your pipeline
- Team-wide alignment in one room
- Hands-on labs with your scenarios
Live Virtual Training
Fully interactive live virtual sessions with guided labs in shared workspaces and small-group breakout work.
- Live instructor-led sessions, not recordings
- Guided labs in shared practice workspaces
- Breakout rooms for deal teams
- Scheduling across time zones
Need a training format that works for your team?
Full days, half days across weeks, or split by module. Tell us the delivery window and we schedule the cohort around it.
Frequently Asked Questions
Share your team size, sales motion, and delivery preference and we will return a tailored quote within one business day.
Yes. A discovery call with a training advisor helps us map your pipeline challenges to the curriculum before you book.
Yes. Live virtual sessions run with guided labs in shared workspaces and breakout rooms for deal teams.
Yes. Onsite delivery is available at your office, with instructors tailoring labs to your accounts and segments.
The program runs 24 hours of instructor-led time, typically across 3 full days or six half-day sessions.
Question not answered here?
Put it in the request. A training specialist answers it directly, within one business day.
Where this Training Fits in Your Team's learning path.
Consultative selling rests on strong questioning and leads into deal discipline and account management. Your team learns to ask the right questions, uses the answers to shape solutions, qualifies complex deals with MEDDPICC, and grows key customers through strategic account management.
Why Choose Edstellar as Your Consultative and Solution Selling Training Provider
Edstellar delivers instructor-led consultative selling training built around your deals, your buyers, and outcomes you can measure.
EXPERT TRAINERS
YEARS DELIVERING
ORGANIZATIONS TRAINED
CERTIFIED
Tailored
Modules, labs, and the capstone are tailored to your deal sizes, buyer profiles, and sales methodology.
Proven Methodology
Training follows a proven assess, learn, practice, apply arc that turns discovery findings into won deals.
Practice-Based Learning
Six guided labs and a capstone have reps rebuilding real calls, scoring pipelines, and negotiating live.
Expert Trainers
Sessions are led by practitioners who carry quotas and close consultative deals in live B2B pipelines.
Global Scale
Consistent consultative selling programs delivered across regions, time zones, and sales organizations.
Measurable Outcomes
Qualification scores, win rates, and deal velocity show exactly what the training delivered for your team.
Turn Consultative Discovery Into Credible Value Cases and Disciplined Win Plans
Edstellar helps B2B sellers connect buyer discovery with solution design, qualification, and negotiation. Participants examine calls, quantify needs, and challenge value narratives before assessing pipeline quality. The final account plan is reviewed for evidence of buyer priorities, justified commercial assumptions, and a coherent path from discovery to agreed next steps.
- Step 01
Consult
We explore sales-cycle responsibilities and stalled opportunities to identify gaps in questioning, quantified needs, value articulation, qualification, and procurement negotiation.
- Step 02
Plan
We establish consultative foundations before deep discovery and value mapping, then account qualification and concession planning within the full-cycle win plan.
- Step 03
Align
We align B2B sales facilitation with SDR, account, and leadership roles, matching buyer profiles and negotiation complexity to the cohort's sales motion.
- Step 04
Customize
We tailor fictional buyer profiles, discovery recordings, and pipeline cases to representative deal sizes while making budget, ROI, and qualification assumptions explicit.
- Step 05
Execute
Participants build discovery briefs, stress-test value maps, and negotiate concessions, receiving feedback on buyer evidence, commercial reasoning, qualification discipline, and documented outcomes.
- Step 06
Evaluate
We assess the account win plan for quantified needs, credible value claims, defensible qualification, and a coherent negotiation and follow-through strategy.
Also from Edstellar
Talent assessments
Psychometric, behavioral, leadership and 360-degree assessment.
→Training needs analysis
Needs analysis, gap identification, and a training roadmap.
→L&D consulting
Learning strategy, content, technology and ROI measurement.
→OD consulting
Org design, succession planning and cultural change.
→Managed training services
Training outsourcing, vendor management, logistics and administration.
→Coaching solutions
Executive and manager coaching that keeps skills in use.
Start an RFP shaped to your needs.
Answer three quick questions about team size, scope, and how often you need the program run, then send the request from the last step. Everything you choose travels with it, so you only fill this in once.
How many team members need training?
Consultative & Solution Selling Training Packages & Pricing
Where L&D holds an annual budget, license packages price the whole year at once instead of raising a purchase order per workshop. Hours and licenses are pooled across teams, programs and locations, so unused capacity is not stranded in one department.
Starter
120
trainee licenses64 hours of group training
Tailored for SMBs
Growth
320
trainee licenses160 hours of group training
Ideal for growing SMBs
Enterprise
800
trainee licenses400 hours of group training
Designed for large corporations
Custom
Unlimited
trainee licensesDuration set by the rollout
Multi-region and multi-year
Training Packages & Pricing
Choose the training format that works for your team. Pricing is customized based on your requirements, cohort size, and delivery needs.
Request Consultative and Solution Selling Training for Your Team
Tell us about your team, sales motion, and timelines and we will design a consultative selling program around your pipeline.