When you’re selling a service rather than a product, it’s even more important to build confidence and trust with your client. 
Try to identify their uncertainties, and help remove them through information and advice.



A sales professional is someone who is offering the client more than a straightforward purchase. For one reason or another, they propose forming a long-term relationship with the client.

This may be because:

 They are offering a high-ticket capital goods package – for example a machine for manufacturing or construction, which may have to be specially designed.

 They are offering an intangible product, such as insurance.

 They are offering a professional service, e.g. accountant or lawyer. Sales professionals are therefore drawn from widely differing backgrounds, but common problems can arise because they fail to understand the role they can play for their client. So, what can you do to give your client confidence in you and what you have to offer? Well, you do it by presenting yourself in three positive roles.

This guide is designed for a manager or a facilitator to deliver a short workshop featuring videos from the Video Arts Selling Essentials Series. Each video comes with a series of activities around the following structure:


LOOK - watch the video and reflect on the content and message.

THINK - activities and questions linking the video to their own experience and workplace. REMEMBER - a summary of the key learning points. Each section relating to the video will last around 15 minutes.

ACTION PLAN - At the end of the series of videos and activities delegates should be encouraged to share the most important actions they will take and record actions on their Personal Action Plan sheet.



 Being a Consultant

 Being a Problem Solver

 Being a Business Partner



 Trainer Tools

  • Consultant Sales Workshop Guide