Consultative Selling


9.00 am BST: As a result of joining this event the participant will know how to structure a sale in a customer-focused manner, involving the client in the sales process and creating better value for both the buyer and the seller.

Recommended audience

All sales leaders and sales professionals who understand the importance of building good business relationships with their clients

Type of audience

UK and International


Are you a salesperson or a consultant? Is there a difference? And what is the benefit of selling by adopting a consultative partnership with your clients?

In this session we will be looking at some basic principles that will allow you to sell in a more consultative way where your customers work with you as a key partner in the process.

During this webinar we will consider:

  • What is consultative selling?
  • What are the benefits of a consultative sales approach?
  • How to build the right relationships to strengthen your social capital.
  • The importance of being client-focused while retaining your commercial edge.
  • The skills involved in consultative selling.

This presentation aims to help you build good business relationships with clients so you can generate more value for them and more revenue for your organisation.

Key takeaways

  • An understanding of consultative selling and its benefits.
  • How to engage your client to be part of the sales process.
  • How to be client centric, but still focus on revenue.

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)


Adrian Blount FF.ISP, Growth Partner at Azets

Adrian Blount has nearly 40 years' experience of sales and sales management in professional services where each sale is often a bespoke range of services. Adrian specialises in consultative selling where strong relationships with clients are fundamental to the process.

Currently he is head of sales excellence at the accountants Azets and is responsible for developing sales processes in partnership with fee-earners in the business.

Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact for more information.