Contextual cases
Scenarios and examples connected to participant roles and business reality.
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— Craskills flagship course · SALES
Consultative Selling and Key Account Growth
Lead customer conversations that connect real needs to differentiated outcomes.
CSDesigned by Craskills Learning and Development Solutions
Contextual learningAdapted to participant roles
Hands-on practiceRelevant workplace situations
7 learning modulesClear, practical architecture
Offline / OnlineFlexible delivery options
CustomisableAligned to organisational goals
About this courseBuilt around the moments
Built around the moments
that matter at work.
Lead customer conversations that connect real needs to differentiated outcomes. This instructor-led course develops practical capability through guided demonstrations, relevant workplace cases, structured practice and an application plan. It can be contextualised for the participant group, industry and organisational priorities.
Designed for
Sales, marketing and customer teamsBusiness development professionalsEntrepreneurs and growth leadersClient-facing managersWhat you’ll learnCapabilities you can
Capabilities you can
apply immediately.
01Prepare insight-led customer conversations
02Diagnose needs and decision criteria
03Build value-based recommendations
04Grow accounts through disciplined relationship plans
Course curriculumA practical learning
A practical learning
architecture.
7 modules • Practical activities • Customisable delivery
01Modern buyer context
−
Stakeholders, research, trust and buying complexity.
Guided learning • Practice • Workplace application02Discovery and diagnosis
+
Questions, listening, needs, impact and priorities.
Guided learning • Practice • Workplace application03Value conversations
+
Solutions, evidence, differentiation, objections and commitment.
Guided learning • Practice • Workplace application04Account growth
+
Relationship maps, whitespace, reviews and next-best actions.
Guided learning • Practice • Workplace application05Commercial acumen
+
Connect customer value with pricing, margin, risk and mutual outcomes.
Guided learning • Practice • Workplace application06Complex opportunity strategy
+
Map buying roles, competition, proof and decision process.
Guided learning • Practice • Workplace application07Sales simulation
+
Conduct discovery, recommendation and objection-handling conversations.
Guided learning • Practice • Workplace applicationLearning experienceLess presentation.
Less presentation.
More participation.
Participants work with relevant situations, guided practice, peer discussion, reflection and practical action planning.
Guided practice
Structured exercises that make new behaviours safer to try and easier to repeat.
Application tools
Frameworks, checklists, templates and action plans designed for use after the course.
Completion credentialCertificate
Certificate
of participation.
Certificate available, subject to the agreed delivery design and participation requirements.
CRASKILLS.Certificate of
Participation
Participation
Delivery optionsRight-sized for your
Right-sized for your
learning objective.
One-day foundation workshop
Instructor-led • Offline / Online • Customisable
Two-day applied practitioner lab
Instructor-led • Offline / Online • Customisable
Four-module capability journey
Instructor-led • Offline / Online • Customisable
Customised organisational academy
Instructor-led • Offline / Online • Customisable
Continue building capability
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View course →Frequently asked questionsUseful answers
Useful answers
before you begin.
Is this course suitable for beginners?+
Yes. The learning design starts with clear foundations and is adapted to the participants’ existing experience and responsibilities.
Can this course be customised for our organisation?+
Yes. Examples, activities, terminology, case situations, duration and outcomes can be contextualised for your industry and participant roles.
Can the course be delivered online and offline?+
Available delivery modes for this course are Offline / Online. The final format is agreed around group size, location and learning objectives.
Will participants receive a certificate?+
Certificate available. Any participation or completion requirements are confirmed in the agreed course proposal.
How can we request a proposal?+
Use the enquiry button and share your audience, preferred dates, location, delivery mode and expected outcomes. The Craskills team will recommend an appropriate design.
— Let’s shape the right experience
Bring this course
to your people.
Share your audience, location, preferred duration, current challenges and expected outcomes.
Request a course proposal →