Consultative Selling | Services | TransHuman Consulting

Consultative Selling

Customer-Focused Selling™ (CFS)

Customer-Focused Selling™ (CFS) is a highly interactive, sales training program designed for Sales Executives and Leaders that targets the core competencies needed for effective consultative selling. This Program is designed to provide the knowledge and skill required to sell effectively to consistently achieve and sustain top sales results. participants will learn how to manage the skills related to the five steps of the CFS sales process. This course is a blend of information, exercises, and practice activities. In addition, you will be provided with job aids that provide simple access to the fundamentals of Customer-Focused Selling.

This Training is conducted by highly experienced PI Worldwide NLP certified trainers. In the Workshop participants learn.

  • How to build trust and credibility
  • How to adapt to social styles
  • How to sell to multiple buyers
  • How to identify decision makers
  • How to uncover needs accurately
  • How to utilize strategic questioning
  • How to master business listening
  • How to articulate value
  • How to differentiate value
  • How to ask for the business
  • How to gain agreement
  • How to handle objections
  • How to position for long-term business


Upon completion of this course, you will be able to use the five-step Customer-Focused Selling process to build and maintain long-term relationships to achieve maximum sales results.


Module 1 — Overview: The Selling Environment

  • Discuss the concepts presented by the Effort/Results Matrix
  • Explain the difference between your world and the prospect’s/client’s world
  • Describe the five steps in the Customer-Focused Selling Process

Module 2 — Open: Building Trust and Credibility

  • Describe the four key Social Styles represented by decision-makers
  • Demonstrate adapting communication in prospect/client conversations using Social Styles
  • List the social needs of a contact based on Social Styles
  • Explain the impact of verbal, vocal, and visual modes of communication
  • Use a Verbal Agenda to transition the conversation

Module 3 — Investigate: Identifying Decision-making Motivation

  • Describe the three types of questions used with decision-makers
  • Demonstrate the use of investigative questioning techniques
  • Design effective questions to identify the prospect’s/client’s needs
  • Explain the difference between intent and impact
  • Demonstrate effective listening in prospect/client conversations

Module 4 — Present: Articulating Value

  • Identify solution attributes
  • Map attributes to value for the prospect/client
  • Describe solutions in terms of value
  • List the three types of presentations
  • Present effective solutions based on the prospect’s/client’s needs
  • Apply Social Styles needs of decision-makers during presentations

Module 5 — Confirm: Gaining Agreement

  • Describe four ways to ask for a decision
  • Apply Social Styles to prospect/client decision-making
  • Explain the difference between conditions and objections
  • Use the “requests” strategy for interpreting objections
  • Demonstrate the process for objection-handling
  • Answer objections effectively and solve prospect/client problems

Module 6 — Position: Building Long-term Relationships and Results

  • Explain the application of PDCA cycle to prospect/client relationships
  • Describe a growth account strategy

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