Consultative Sales & Service

What is NJIT’s Consultative Sales & Service Program?

Successful organizations are keenly aware of their customers’ needs and strive to meet them. But, what exactly constitutes a consultative and customer centric approach to sales, service and operations?

This course defines consultative sales and provides proven, specific models for executing that strategy from the initial sales process through service delivery and service recovery.


Topics Covered

  • Metacognition and Cognitive Schemas
  • Interactive Style Preferences
  • Four Icons of Interaction
  • Intrinsic Needs and How They Link to Interactive Style
  • Journey Mapping
  • The First Four Minutes Phenomenon
  • Establishing Rapport by Interactive Style
  • Identifying Critical Customer Needs
  • Framing and Bridging Capabilities to Needs
  • Handling Customer Concerns
  • Closing and Onboarding New Customers
  • Customer Retention Strategies

What Sets This Program Apart?

  • Live interactive sessions with expert faculty with real-world experience
  • Highly personalized training based on your input and feedback
  • Edu-tainment with a world-renowned leader in consultative selling

Program Structure

This program meets virtually via video conference call twice a week.

Class sizes are limited for maximum interaction and the format is live and highly interactive.

Group exercise and reflection ensure absorption of content and approaches.

Consultative Sales & Service

Key Benefits

Participants in this course will learn how to orient your sales approach to the client and achieve superior customer experience and engagement. By the end you will be able to:

  • Understand the complexities of a consultative approach to sales
  • Identify the characteristics that support a customer centric culture
  • Explain models for consultative selling and service recovery

Civic Transformation

Who Should Attend?

This course is designed to provide a solid foundation on the best practices and techniques of project managers, and is ideal for the following:

  • New project managers
  • Project managers without formal training
  • Anyone considering a career change involving project management
  • Anyone wanting to learn more about project management
  • Team leaders

Career Outlook

Employment Outlook

Sales workers in the services and wholesale sectors will remain in demand because they are critical in building and maintaining customer bases for businesses.

Earning Potential

The average base salary for an Account Executive Manager focused on B2B sales is $92K with a media on-target-earnings of $156K annually. 

Source: Division of Labor Statistics, Bridge Group

Group and Corporate Rates are Available

We’ve worked with employers representing industries ranging from healthcare and government to manufacturing, retail and professional services, non- profits, educational institutions and more.

Visit our corporate and group programs page for more details or contact us.


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