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Consultative Selling with Regis Lemmens

April 20, 2015 @ 8:00 am - 5:00 pm

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Practical Information:

When: Monday 20 and Wednesday 22 of April 2015
Where: Impulse Brussels (Chaussée de Charleroi 110, 1060 Bruxelles)
Registration: MAX 20 Participants, Registration is free of charges but compulsory


Who should attend:

Anyone who is involved in selling and who is looking for hands on tools and models to apply to improve their own selling skills. You could be a sales manager, senior account executive, a sales person or a marketer.

After this program you will have:

  • a good understanding of the psychology of persuasion
  • a framework to  manage a sales conversation with a potential customer
  • developed your investigating and questioning skills
  • learn how to develop and present a persuasive case as part of your consultative sales approach
  • learned how to map your sales processes to manage your sales opportunity
  • learned how to manage your sales opportunities as part of a funnel
  • learning how to review your own sales opportunities
  • a framework for understanding what the different characteristics are of sales opportunities
  • conducted many different role plays
  • completed a case study on opportunity management


Neil Rackham, 1996, The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
Neil Rackham, 1988, SPIN Selling
Stephen E Heiman, 2011, The New Strategic Selling: The Unique Sales System Proven Successful by the World’s Best Companies

Day 1:
Consultative Selling Workshop & Master Class



Day 2:
Consultative Selling Workshop & Master Class




April 20, 2015
8:00 am - 5:00 pm
Event Categories:


Christophe Coppens
+32 2 800 00 56


Lab room UNO (level -1)
Chaussée de Charleroi, 110, Brussels, 1060 Belgium
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