Why This Course, and Why Now?
Even the most seasoned sales professionals find themselves, at times, stuck in a loop.
You walk into the room with confidence, product knowledge, and a pitch that’s worked for years. Yet the customer seems unimpressed. The decision-maker doesn’t stay past the first ten minutes. The procurement head is polite but noncommittal. And what felt like a winning conversation fizzles out by the time the RFP is released.
Why does this happen?
Because enterprise software buying has changed. Customers are more informed, more risk-conscious, and more internally divided than ever. Today’s large deals are not won with features or flashy demos. They’re earned through insight, trust, and a deep understanding of business impact.
That’s where consultative selling becomes a game-changer.
It shifts your role from vendor to partner. From someone who sells, to someone who co-creates value. And in global settings—where buyers behave differently from Munich to Mumbai, and from Boston to Bangkok—consultative selling isn’t just effective. It’s essential.
This course is designed to help you master that shift.
Who This Course Is For
- Experienced enterprise software sales professionals
- Regional and global account managers
- Presales and solution consultants
- Sales leaders transitioning from product-led to outcome-led sales
If you’ve closed million-dollar deals and still feel you can get sharper, this course is for you.
Course Overview
Title: Mastering Consultative Selling for Global Enterprise Software Success
Format: 2-Day Immersive In-Person Bootcamp + 6-Month Virtual Reinforcement Series
Framework: Based on the proprietary C.O.N.S.U.L.T. method
Location: Available in select global cities
Cohort Size: 15 to 20 participants per batch for maximum interaction
What You’ll Learn
- How to build trust with CXOs and buyers across different cultures
- How to diagnose business problems beyond technical requests
- How to navigate power maps, blockers, and internal resistance
- How to communicate ROI in language that finance teams respect
- How to run co-creation workshops that lead to committed deals
- How to negotiate ethically and close with confidence
This course is not just theory. You will work on your live deals. You’ll leave with your own C.O.N.S.U.L.T. Sales Playbook, filled with deal-specific insights, action plans, and stakeholder strategies.
The C.O.N.S.U.L.T. Framework
C – Characterise the Customer
O – Own the Problem
N – Navigate the Context
S – Shape the Value
U – Unlock Stakeholder Buy-in
L – Lead the Co-Creation
T – Transact with Integrity
Each module includes hands-on tools, real-world cases, roleplays, and templates that you’ll continue to use long after the course is over.
Course Format in Detail
Phase 1: 2-Day Bootcamp
- Day 1: Discovery, problem diagnosis, and context mapping
- Day 2: Value articulation, stakeholder strategy, and trusted closure
- Tools provided: persona wheels, ROI templates, negotiation grids, co-design canvases
Phase 2: 6-Month Follow-Up
- Monthly 90-minute virtual reinforcement labs
- Topics include: discovery excellence, navigating power dynamics, challenger tactics, and closing complex deals
- Includes peer deal reviews and ongoing playbook refinement
Key Outcomes
- Increased win rate in complex enterprise opportunities
- Shortened sales cycle through better alignment
- Elevated perception among stakeholders as a trusted advisor
- Greater personal confidence in navigating international and high-stakes selling
Enrollment & Investment
Duration: 2 days in person + 6 monthly virtual labs
Fee: Available on request (corporate group pricing available)
Pre-requisite: Minimum 5 years of experience in enterprise or B2B sales
To register or inquire about the next batch near you, email us at: sri@buoyanci.com
Or setup a call: www.buoyanci.com/consultative-selling
Closing Note
Great sales professionals are not just closers. They are creators—of value, trust, and long-term impact.
Join this bootcamp if you’re ready to shift from pitching products to solving business problems. From chasing customers to earning their partnership. From being remembered as a name, to being remembered as a trusted advisor.