In today's highly competitive marketplace, customers are no longer looking for salespeople who simply present products. They are seeking trusted advisors who understand their business, identify opportunities, and provide meaningful solutions.

This highly interactive one-day workshop equips sales professionals with the mindset, skills, and tools to transition from transactional selling to consultative selling. Participants will learn how to ask powerful questions, uncover explicit and hidden customer needs, create value-based conversations, handle objections confidently, and influence buying decisions without being overly persuasive.

Designed with 30% concepts and 70% experiential activities, the workshop immerses participants in realistic sales simulations, customer discovery exercises, role plays, coaching sessions, and practical case studies that can be immediately applied to real customer engagements.

Participants will leave the workshop with greater confidence in conducting impactful sales conversations that build trust, strengthen relationships, and generate sustainable business growth.

Objective

By the end of the workshop, participants will be able to:

• Understand the principles and mindset of consultative selling.
• Build credibility and trust quickly with different customer profiles.
• Conduct meaningful customer discovery conversations.
• Ask powerful questioning techniques that uncover business needs.
• Identify customer challenges, motivations, and buying drivers.
• Position solutions based on customer value instead of product features.
• Handle objections with confidence and professionalism.
• Influence customer decisions through collaborative conversations.
• Develop a consultative selling action plan for immediate workplace application.

Outline

Module 1 – The Consultative Selling Mindset

• Evolution of modern selling
• Transactional vs Consultative Selling
• Becoming a trusted advisor
• Understanding today's buyer
• Creating customer value
• Building credibility from the first meeting

Module 2 – Mastering Customer Discovery

• Preparing for customer meetings
• Understanding customer business challenges
• Active listening techniques
• Powerful questioning framework
• Identifying explicit and hidden needs
• Buying motivations

Module 3 – Creating Value Through Solution Conversations

• Moving beyond product features
• Linking solutions to business outcomes
• Presenting value propositions
• Tailoring recommendations

Module 4 – Handling Objections and Influencing Decisions

• Understanding why customers object
• Responding with empathy
• Handling common objections
• Managing price discussions
• Negotiating through collaboration
• Gaining commitment

Module 5 – Winning Long-Term Customer Relationships

• Following up strategically
• Building trust over time
• Creating customer loyalty
• Identifying upselling and cross-selling opportunities
• Personal consultative selling action plan

Who should attend

This programme is suitable for:

• Sales Executives
• Account Managers
• Business Development Managers
• Relationship Managers
• Key Account Executives
• Customer Success Professionals
• Sales Engineers
• Client Partners
• Technical Sales Consultants
• Anyone responsible for acquiring, managing or growing customer relationships

Methodology

The programme adopts a highly engaging 70:30 experiential learning approach.

Learning Methods

• Interactive facilitation
• Individual reflection
• Team discussions
• Sales simulations
• Customer role plays
• Case studies
• Discovery conversation practice
• Coaching and peer feedback
• Personal action planning

Participants will spend most of the workshop practising realistic customer conversations rather than listening to lectures.

Clement Ng's Profile

Clement Ng is a highly accomplished corporate trainer, executive coach, behavioural profiler, and team development specialist with a passion for transforming individuals, leaders, and organisations into high-performing businesses. With more than 25 years of senior corporate leadership experience across major multinational corporations and listed companies, he brings a rare combination of strategic business acumen, commercial expertise, and practical leadership experience into every learning engagement.

Over the past two decades, Clement has devoted himself to Learning & Development, designing and facilitating more than 400 high-impact workshops and coaching programmes for over 100 global organisations. His decision to leave the
corporate world was driven by a clear purpose - to help organisations unlock human potential, build future-ready capabilities, and achieve sustainable business performance.

Having worked extensively across Asia Pacific and international markets, Clement possesses deep cross-industry expertise spanning Banking & Financial Services, Pharmaceutical, Healthcare, FMCG, Retail, Consumer Goods, Luxury, Manufacturing, Engineering, Architecture, Government, Professional Services, Technology, Telecommunications, and the MICE industry. His broad commercial exposure enables him to quickly understand business challenges, contextualise learning to organisational realities, and deliver practical solutions that create measurable business outcomes.

Throughout his career, Clement has trained, coached, and mentored more than 4,000 executives, managers, and professionals, equipping leaders with the competencies required to thrive in increasingly complex and fast-changing business environments. His ability to rapidly diagnose organisational needs and customise highly relevant learning experiences has earned him the trust, confidence, and long-term partnership of clients across multiple industries.
Prior to becoming a full-time learning and development professional, Clement held senior regional leadership positions responsible for driving business growth, organisational transformation, and strategic execution across Asia Pacific. He successfully led multicultural teams, managed large-scale commercial operations, and oversaw the implementation of regional business strategies.

His corporate achievements include:

• Leading regional transformation and business growth initiatives across Asia Pacific
• Developing and executing high-impact commercial and organisational strategies
• Building and leading high-performing, customer-centric teams
• Driving sales excellence and improving sales force effectiveness
• Redesigning customer experience strategies that significantly enhanced customer engagement
• Delivering innovative business solutions that became recognised as Global Best Practice case studies
• Spearheading regional-first strategic initiatives that transformed organisational thinking and culture
• Presenting strategic business recommendations to senior leadership teams and executive stakeholders across the region

These real-world leadership experiences form the foundation of Clement's highly practical and business-focused facilitation style. Rather than teaching theory alone, he combines proven frameworks with authentic corporate experiences, enabling participants to immediately translate learning into workplace performance.

Recognising that sustainable performance is driven by both competence and behaviour, Clement integrates behavioural science into his learning methodologies. He is a certified facilitator and practitioner in:

• TetraMap® Behavioural Profiling
• EQ-i 2.0 Emotional Intelligence Assessment
• Executive Coaching and Behavioural Development

His programmes are highly interactive, experiential, and application-focused, blending business simulations, case studies, coaching, reflection, and experiential learning to maximise knowledge retention and behavioural change.