For companies
Teams that sell to other companies: services, technology, manufacturing, logistics, consulting. Staged process in the CRM, proposal per segment and objection playbook. We complement it with the AI for sales and marketing course.
Soft skills courses
B2B consultative selling and negotiation course for companies
A B2B consultative selling course for sales teams that sell to companies, government or institutions and compete on price because they do not know how to diagnose. In 16 hours your sales force learns to define its ideal customer, prospect with judgment, ask the questions that uncover the real problem, build a value proposition, handle objections, negotiate without giving away margin and close with a sales process measured in the CRM.
What is the B2B consultative selling course?
It is a 16-hour program about selling to companies and institutions: long cycles, several decision-makers and purchases justified with numbers. Unlike traditional catalog-and-discount selling, consultative selling diagnoses first: it understands the customer's problem, quantifies its cost, presents a value proposition that solves it and negotiates on value, not price. We work with the team's real accounts and opportunities, define the sales process by stages in the CRM and practice with their own cases. For floor and counter sales we have the sales training silo; for negotiation in general, the negotiation course.
How long is the course and how is it delivered?
The exact duration is in the first card. It runs on-site at your company, live virtual for teams in several locations or self-paced on the platform; every participant who meets attendance and assessment receives a DC-3 certificate with the STPS, and Geedle Bot answers questions afterwards with the exact minute of the recording.
Duration
16 hours
Formats
Live virtual · On-site · Self-paced
Certificate
DC-3 · STPS
AI agent
Geedle Bot answers questions 24/7 with the exact minute of the recording
Investment
Proposal with three scope options and a closed price in under 24 business hours
What your team will be able to do
Learning objectives observable on the job.
Define the ideal customer and prospect with judgment
Ideal customer profile, buying signals, decision-maker map, prospecting by email, LinkedIn and referrals, and opportunity qualification.
Diagnose before proposing
Situation, problem, impact and need questions; quantify the cost of the problem and agree with the customer on what to solve.
Build and present a value proposition
A proposal that connects the quantified problem with the solution, cases and evidence, differentiators and presentation to several decision-makers.
Handle objections, negotiate and close
Objection playbook, value-based negotiation with variables and limits, closing techniques and account follow-up in the CRM.
Syllabus
What does the course syllabus include?
Six modules in order, each with a deliverable you apply in your operation the following week. Exercises use real files and cases from your organization, each module's assessment is recorded on the platform and serves as evidence for the DC-3 certificate.
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Consultative versus traditional selling
The B2B cycle, several decision-makers, purchases justified with numbers, the staged sales process and its advancement criteria in the CRM.
Staged sales process -
Ideal customer and prospecting
Ideal customer profile, segments, buying signals, decision-maker and influencer map, prospecting messages per channel and qualification.
Ideal customer profile + prospecting plan -
Diagnosis: the questions that sell
Situation, problem, impact and need questions; active listening, quantifying the cost of the problem and summarizing agreements with the customer.
Diagnostic script -
Value proposition and presentation
Proposal structure, problem-solution-result connection, cases and evidence, price as investment, presenting to a committee.
Value proposition per segment -
Objections and commercial negotiation
Objection playbook (price, timing, competition, "we will think about it"), value-based negotiation, tradeable variables, limits and concessions.
Objection playbook + negotiation policy -
Closing, follow-up and metrics
Consultative closing techniques, agreed next step, account follow-up, conversion by stage, forecasting and weekly pipeline review.
Sales funnel dashboard
01
Who is this course for?
B2B sales executives and managers, account executives, business development, presales and commercial directors at service, technology, manufacturing, logistics and consulting companies and suppliers to government and universities. Also for technicians and consultants who sell without seeing themselves as salespeople. No prior experience with sales methodologies required; working with real opportunities during the course is.
02
What changes in the company after the course?
A staged B2B sales process with defined advancement criteria loaded in the CRM, a written ideal customer profile, a diagnostic script with the questions that uncover the problem, a value proposition per segment, an objection playbook with tested answers and a negotiation policy with clear limits. Proposals stop competing on price alone and the team measures conversion by stage instead of "good feelings".
Want this course at your company?
Request the proposal for the b2b consultative selling and negotiation course: three scope options with a closed price in under 24 business hours.
For companies, universities and government
For suppliers to universities and government
Cycles with committees, tenders and procurement areas: diagnosis with several decision-makers, a proposal justified with numbers and negotiation within purchasing rules. See also the courses for government and the public sector.
For technical teams that sell
Consultants, engineers and presales who accompany the salesperson: diagnostic questions, quantifying the problem and presenting to a committee without "selling". It links with the effective communication course.
Case studies
Projects we have already delivered
Real projects told with facts, not promises.
Corporate university
A gamified corporate university for a sushi restaurant chain in Mexico and the US
Train crews spread across restaurants in several Mexican states and the United States with the same standard — and give every employee a clear view of how to grow inside the company.
Read the full case
ISO 9001:2026
ISO 9001:2026 certification for a trailer transport company
Bring an operation that lives on the road under a quality management system that meets the new ISO 9001:2026 and passes the certification audit.
Read the full case- One team from start to finish. Pedagogy, design, development and consulting — nothing critical subcontracted.
- Fixed price, no surprises. A proposal with three scopes and a closed price for each. You choose the size of the step.
- We listen before we quote. A free, no-strings assessment: you keep a useful report even if we don’t work together.
Artificial intelligence
An AI agent supports every participant during and after the course
Geedle Bot is trained on the syllabus, materials and recordings of your course. Participants ask in plain language and get an exact answer, not a generic one.
- Knows every detail of the course: dates, syllabus, deliverables and certificate criteria
- Solves problems in real time, at any hour, from Moodle, WhatsApp, Teams or Slack
- Delivers the exact minute and second of the recording where the instructor explained the topic
- Reinforces what was covered with summaries and review questions, and escalates to the instructor when needed
- Shows HR which topics raise the most questions so the course can be adjusted
Which format suits each course?
All of them issue a DC-3 certificate and leave records on the platform; what changes is how people practice and how the calendar is organized.
| Live virtual | On-site at your company | Self-paced on the platform | |
|---|---|---|---|
| Ideal for | Teams across several sites or remote | Hands-on practice, team dynamics and brigades | Rotating shifts and large workforces |
| Interaction | Live instructor, breakout rooms and real cases | Instructor in the room, role-plays and practice with equipment | Microlessons, challenges and automatic assessments |
| Typical duration | 2-to-4-hour sessions on different days | 4-to-8-hour days | 2 to 4 weeks at your own pace |
| Records | Attendance, participation and assessment on the platform | Roster, assessment and photo evidence | Progress, grades and time on the platform |
| Questions between sessions | Geedle Bot 24/7 | Geedle Bot 24/7 | Geedle Bot 24/7 |
| Certificate | DC-3 with the STPS | DC-3 with the STPS | DC-3 with the STPS |
Related guides on the blog
Short reads to decide better before you hire.
Related courses
Other communication and relationships courses and the full category.
FAQ
Frequently asked questions about the b2b consultative selling and negotiation course
Get a quote for this course for your team
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