CONSULTATIVE SALES
Master the Art of Consultative Sales with Industry-Leading Training…
Enhance Mindsets
Transform Skillsets
MEANINGFUL
ENGAGEMENT
RESULTS
DRIVEN
LASTING
PARTNERSHIPS
At Bigrock, we specialise in transforming the way sales professionals connect with their clients. Our consultative sales skills training goes beyond traditional techniques, equipping your team with the mindset and tools needed to truly understand and resonate with clients. With our proprietary methodologies; ODOTM, IDITM, and IDBTM – we empower sales teams to move beyond the transactional and engage in meaningful, results-driven dialogues that lead to lasting partnerships.
Why Invest in Consultative Sales Development?
1. Tailored Training for Your Team
We understand that every sales team is unique. Our training is fully customisable to meet the specific needs of your industry, market, and team dynamics. We work closely with you to identify the areas of greatest impact, ensuring that our content is not only relevant but also immediately applicable.
2. Practical, Engaging & Results-Driven
Our programmes are designed to be engaging, interactive, and rooted in real-world application. Through hands-on exercises, role-playing, and personalised feedback, your team will gain the confidence and skills to excel in consultative sales. The result is not just better sales numbers, but stronger, more strategic client relationships.
3. Ongoing Support & Continuous Learning
Our commitment to your success doesn’t end when the training does. We provide ongoing support, resources, and opportunities for continuous learning, helping your team stay at the forefront of consultative selling best practices.
Our Proprietary Tools for Success
ODOTM – Optimum Desired Outcome
IDITM – Ideals | Differences | Implications
IDBTM – Included | Description | Benefits
ODO – Shape the Mindset for Success – Success in sales begins with the right mindset. Our ODO framework is designed to help your team develop the mentality needed to achieve their own desired outcomes. By creating a winning mindset, we prepare your sales professionals to approach every client interaction with confidence, focus, and a commitment to excellence.
IDI – Understand Client Goals & Motivations – Truly effective consultative selling starts with a deep understanding of the client. Our IDI approach trains your team to uncover the core goals, challenges, and motivations of your clients. By listening carefully and asking the right questions, your sales professionals can build stronger connections and position themselves as trusted advisors who are aligned with the client’s vision.
IDB – Present Solutions That Achieve Client Objectives – Delivering value goes beyond presenting features and benefits; it’s about crafting solutions that resonate with your client’s specific needs and objectives. Our IDB framework guides your team in presenting solutions that not only meet but exceed client expectations. By aligning your offerings with personalised benefits, your sales professionals will help clients achieve their stated goals, creating a compelling reason to choose your solutions over others.
In some of our most successful Consultative selling programmes learners have explored…
Engage
ODO™ planning – identify your optimum desired outcomes and that of your customer.
Gain customer buy-in for yourself and your approach.
Introduce yourself with a Value Proposition.
Engage with true clarity of intent.
Elicit
Achieve a deeper understanding of the customer’s current and future situation – IDI™.
Identify and explore need areas.
Gain agreement and strong commitment to act.
Execute
Present solutions, recommendations and ideas to the customer – IDB™.
Maximise the customer’s commitment to take action.
Handle objections and close the sale.
Motivate customer to act now.
Gain referrals.
Proven Success Across the Globe
With a track record of training thousands of delegates from London to New York, Frankfurt to Sydney, Moscow to LA, we are proud to be a global presence in consultative sales training. Our impact spans industries and borders, with sales professionals at every stage of their careers; even those with over twenty years of experience, describing our training as transformative. They’ve discovered new ways to engage with clients, elevate their sales conversations, and deliver exceptional results.
Transformative Learning with Lasting Impact
What sets our training apart is not just our proprietary tools but the profound shift in mindset that we inspire. At Bigrock, we believe that consultative selling is not just a skill set; it’s a way of thinking. We shape the mindset for success, embedding a consultative approach that remains at the heart of every client interaction. This philosophy has always been at the core of our specialism and continues to drive the exceptional outcomes our clients experience.
Hear from our clients…
TRULY ENGAGING
Bigrock were wonderful! Truly engaging! I really felt they totally understood our business and the depth of their knowledge and experience resonated throughout the course.
Business Development Manager – UK
GREAT COURSE
Great course, great facilitators, brilliantly delivered, not prescriptive but rather focusing on techniques to improve success.
Commercial Director – Liverpool
FANTASTIC
Fantastic Bigrock training- been the best training session I have ever been part of… Why – great mix of talking through the ‘how’ and ‘why, putting ourselves in the clients shoes, and then having the ability to practice in a safe environment. Great energy, conversation and encouragement.
Senior Relationship Director – London
Transform Your Sales for Your Business
Transform your organisation from the ground up with our high-quality consultative sales development programmes.
Ready to Empower Your Sales Teams?
Contact us today to learn how we can partner with you to build a stronger, more effective, and results driven sales team.
