“Whether developing a sales approach, building a playbook, or presenting to a team, he has a real talent for turning strategy into something clear, practical, and relevant to the people who need to execute it.”
presentsConsultative Selling Skills
Private corporate training
Maximum 10 people
In person
orLive online
Designed forYour full customer-facing team.SDRs (sales development representatives) · Customer service · Account executives & managers · Sales engineers · Customer success managers
Is your team relying on discounts and relationships—without making your solution’s value clear?
Go beyond a two-day workshop with 90 days of reinforcement. Our Complete Learning Journey starts with diagnosis to customise your workbook, activities and customer examples. Your team learns a clear consultative selling framework and rehearses it through role plays; manager coaching and four facilitated checkpoints help carry the learning into daily work. Prefer classroom training only? Choose a lighter package below.
Led by Rehan Arif. His 12 years at Hilti—selling premium technical solutions and coaching teams to communicate their value—are complemented by international training and certifications in facilitation, coaching, leadership and learning measurement.
Zurich, Switzerland
England, UK
Riyadh, Saudi Arabia
Lausanne, Switzerland
Rehan’s professional development—not programme accreditation or endorsement.
- Free 45-minute conversation
- No obligation to buy
- Find the right scope for your team
“Very informative, useful training”
“You will enjoy & learn something new.”
DMI Consultative Selling Skills participants · Second quote: shared response.
01 · Diagnose & customise
Your team’s reality shapes the learning.
Senior leadership and team interviews identify current strengths, areas for improvement and real customer situations.
Your customised workbookExamples from your customers and industry.
Tailored activities & role playsCards built around your customer situations.
02 · Two-day practical workshop
Practise before the next customer meeting.
Learn one shared consultative approach. Rehearse it through role plays with relevant customer situations.
5CGuide the conversationCare · Connect · Curious
Clarify · Commit
COREUnderstand the customerContext · Obstacle
Risk · Expected outcome
03 · Reinforcement over 90 days
Equip managers. Support team application.
A manager’s guide to constructive feedback
Evidence-to-Action Feedback
- SituationWhat was happening?
- ActionsWhat did the team member do?
- OutcomeWhat happened afterwards?
- ReflectionWhat helped or got in the way?
- Next stepWhat to repeat, improve or practise?
First · Two-hour manager workshop
Give constructive feedback that helps people improve.
Equip managers to give specific, evidence-based feedback and coach more confidently. Give team members clear actions to build on strengths and keep improving.
Then · Apply together
Make new behaviours visible—and worth practising.
Four checkpoints create accountability to try the skills. Rehan facilitates constructive peer coaching: learn from successful and unsuccessful attempts, then agree what to try next—without blame.
Weeks 2 · 6 · 10 · 12What problems does this course address—and how?
Does your team know your product or solution—but struggle to understand customer needs and demonstrate the value of your solution?
When salespeople don’t understand the customer’s situation and the problem behind the inquiry, they struggle to make your solution’s value clear—and conversations can turn into requests for discounts instead of confident next steps.
01 · The sales gap
Salespeople feel hesitant to take the customer’s time—or don’t know how to start the conversation
Especially when they perceive the customer as busy, new salespeople can feel nervous about approaching them. They may worry about interrupting, or feel unsure what to say when they first meet.
How we address it
Care & Connect
Build the mindset that you are there to help the customer improve their situation and solve relevant problems—not simply ask them to buy.
Practise introducing yourself, giving a relevant reason for the conversation and checking whether it is a suitable time to talk.
02 · The sales gap
Salespeople don’t research the customer before visiting
They enter the meeting without enough understanding of the customer’s business, projects or priorities. This makes it harder to prepare relevant questions and connect the conversation to the customer’s situation.
How we address it
AI-assisted research · Context
Practise prompts in ChatGPT or Gemini to research the customer’s business, projects and priorities, and prepare relevant questions before the visit.
Check the information and use it as an informed starting point. Confirm the context with the customer rather than assuming their needs.
03 · The sales gap
Salespeople don’t fully understand the customer’s real needs, challenges and context
They may understand the inquiry without understanding the problem behind it. Without that clarity, they struggle to connect the solution to the customer’s actual needs—and its value is not fully communicated.
Premium solutions are not necessarily harder to sell; they can offer more dimensions of value. But those dimensions need to be connected to the customer’s actual problems and desired outcomes.
How we address it
Curious & Clarify · CORE
Ask questions, listen and confirm your understanding with the customer. Practise completing the CORE sheet:
- Context
- The customer’s current situation.
- Obstacle
- The problem getting in their way.
- Risk
- Short-term consequences if it remains unresolved.
- Expected outcome
- The positive result they want in the mid to long term.
Connect your solution’s differentiation to this customer picture—not just a list of product features.
04 · The sales gap
Salespeople don’t ask enough—or the right types of—questions
Important information about the customer’s situation remains undiscovered. The salesperson recommends a solution before understanding enough to position it effectively.
How we address it
Curious & Clarify
Practise open-ended questions to explore the customer’s situation and closed-ended questions to confirm specifics.
Summarise the needs back to the customer and invite corrections before recommending a solution.
05 · The sales gap
Salespeople react to requests for discounts before understanding the reason
A customer asks for a discount, and the conversation moves straight to reducing the price—without clarifying what they are comparing, what concerns remain or whether they understand the solution’s differentiation.
How we address it
Curious & Clarify
Practise questions that explore the customer’s comparison, remaining concerns and understanding of the relevant value.
Use that understanding to respond constructively, rather than making a discount the automatic next step.
06 · The sales gap
Salespeople don’t confidently confirm the next steps
Even when the customer shows interest, salespeople may feel uncomfortable asking for a commitment or leave without confirming what should happen next.
How we address it
Commit
Practise thinking ahead about customer decision-making and planning how to move the opportunity forward.
Ask for an appropriate commitment and agree what happens next, who is responsible and when.
Recognise these challenges in your team?
Request a free training consultation Discuss where the gaps are and the right scope for your team.
Who is this course designed for?
Your full customer-facing team.
Participant profile
- SDRs, lead generators and inside-sales professionals who want to start relevant outbound conversations and uncover useful customer context.
- Sales representatives, account executives and managers, and sales engineers who need to explore business needs, explain solution value and confidently agree next steps.
- Customer service and success professionals who want to support implementation, check that needs are met and identify further opportunities to help.
One shared language. One voice as a team. Training and coaching the full customer-facing team in the same frameworks gives colleagues a common language internally and a consistent approach with customers—carrying forward what has already been understood.
Experience level
Build the foundations—or sharpen an approach developed through experience.
New to sales
Build a care-led mindset and practical foundations for customer conversations from the beginning.
Experienced, without formal framework training
Build on what works and identify gaps in questioning, discovery and communicating relevant value.
Choose what you want us to support
The same three-stage journey.
Choose your level of support.
We can support the full journey, customise the classroom learning, or give your team the foundations to build on internally.
Private corporate training · Maximum 10 participants per group · Fees are per group, not per person · All prices exclude VAT
Customised training + full reinforcement support
Complete Learning Journey
Choose this if you want company-specific learning, manager coaching and facilitated support after the classroom.
✓ Included
01 · Diagnose & customise
Leadership & team interviews.
Your customised workbook, activities and role plays.
✓ Included
02 · Learn & practise
Two practical days using examples and role plays from your customers and industry.
✓ IncludedManager coaching
workshop2 hours · Practise
evidence-based feedback
03 · Apply & reinforce
Manager coachingworkshop2 hours · Practise
evidence-based feedback
Team reinforcementWeeks 2 · 6 · 10 · 12
Separate two-hour manager workshop.
Practise constructive feedback and coaching, plus four Rehan-facilitated team checkpoints.
Customised training · Your team reinforces internally
Customised Training
Choose this if you want learning built around your business, and will coach and reinforce it yourselves.
✓ Included
01 · Diagnose & customise
Leadership & team interviews.
Your customised workbook, activities and role plays.
✓ Included
02 · Learn & practise
Two practical days using examples and role plays from your customers and industry.
Not includedManager coaching
workshop2 hours · Practise
evidence-based feedback
03 · Apply & reinforce
Manager coachingworkshop2 hours · Practise
evidence-based feedback
Team reinforcementWeeks 2 · 6 · 10 · 12
No manager coaching workshop or facilitated checkpoints.
You reinforce the learning internally.
Foundations · Your team contextualises & reinforces internally
Consultative Selling Foundations
Choose this if you want the core approach with established examples, and will adapt and reinforce it yourselves.
Not included
01 · Diagnose & customise
No diagnostic interviews or bespoke workbook and role plays.
You connect the examples to your business.
✓ Included
02 · Learn & practise
Two practical days, with a standard workbook, everyday and mixed-industry examples and role plays.
Not includedManager coaching
workshop2 hours · Practise
evidence-based feedback
03 · Apply & reinforce
Manager coachingworkshop2 hours · Practise
evidence-based feedback
Team reinforcementWeeks 2 · 6 · 10 · 12
No manager coaching workshop or facilitated checkpoints.
You reinforce the learning internally.
Every option includes 5C, CORE, AI-assisted customer research practice, participant resources and an application plan. Customised Training and the Complete Learning Journey include company-specific design. Live online retains the selected scope through facilitated discussion and interactive practice; it is not a self-study recording. Session scheduling is agreed before booking.
Delivery, materials and practical arrangements
Venue
Use your suitable meeting room, or ask us about an external training venue such as Sharjah Research, Technology and Innovation Park. Subject to availability; quoted separately.
Catering
Arrange lunch and refreshments yourselves, or ask RALS to coordinate them. Venue and catering are quoted separately, not included in the course fee.
Travel
No additional charge within the UAE. International travel and accommodation are quoted separately.
Participant materials
In person · Printed materials provided
All printed participant workbooks, activity cards and role-play resources are provided.
Live online · Digital pack provided
A digital, print-ready pack is shared in advance. Please print the workbook and activity resources before the live session; you may use the digital workbook if you prefer.
Reinforcement and manager training can be arranged live online or in person within the UAE. International delivery arrangements are scoped separately.
Questions our customers ask
A few practical questions.
Choose the support your team needs. We can confirm the right scope together.
Two questions · A useful starting point
Which package should we choose?
Your starting point
Answer both questions to see a suggested package.
There is no submission here—just a guide to the three options above.
In personorLive onlinePer group · Maximum 10 participants · + VAT
Request a free training consultation A starting point, not a booking. We’ll confirm the scope with you.
Is this relevant if we don’t sell engineered solutions?
Yes. Rehan’s experience is in technical, value-engineered solutions, but the approach is relevant wherever you sell a differentiated product or service and need to understand the customer’s needs to demonstrate its value. It is not limited to engineering companies. If customers choose purely on price between equivalent commodities, we can discuss whether this course is the right fit.
Can RALS arrange the venue, meals and refreshments?
Yes. You can host the training at your premises, or ask us to arrange a suitable external venue such as Sharjah Research, Technology and Innovation Park ↗. An environment away from the usual workplace can give the team space to focus. Venue hire, meals, beverages and refreshments can be coordinated and included separately in your quotation, subject to availability.
How engaging will the live online training be?
This is live, facilitated training—not a recording. Rehan delivered interactive, multi-day training during COVID as Regional Trade Marketing Manager for the Middle East, Türkiye and Africa, and later ran online training across Saudi Arabia as Marketing Director.
Live discussion, polls, customer exercises and role plays keep participants involved. Sessions can be delivered through Microsoft Teams, with timing and breaks agreed for the selected scope. In person gives a different room dynamic; live online offers interactive practice without bringing everyone to one location.
What happens in the separate manager workshop on effective coaching and feedback?
The reinforcement support begins with a separate two-hour workshop for managers—not just a team check-in. Managers learn and practise specific, constructive feedback and coaching, using the Evidence-to-Action guide. Instead of “improve your questioning”, they identify what happened, what the team member did and what to practise next. Here is an illustrative example:
Illustrative customer example · Not a client result
A customer asks for a discount.
What should the feedback address?
- 1Situation
The customer asked for a lower price during a solution discussion.
- 2Actions
The salesperson immediately asked management for a discount, without exploring the customer’s reason or competing offer.
- 3Outcome
The reason for the request and the customer’s understanding of the solution’s value remained unclear.
- 4Reflection
Which questions could have clarified the comparison, the customer’s needs and the value they recognised?
- 5Next step
Practise open-ended questions, clarify the comparison and value, then agree how to respond to the price request.
Can RALS help with sales playbooks or field observation?
Yes. A separately scoped engagement can build a company-specific sales approach: customer stages, role ownership, handovers, discovery questions and the value evidence your team needs. We can review it with leadership, pilot it, refine it and train the team.
Field shadowing before or after training can also be arranged, with appropriate permissions, to observe selected customer interactions and give practical coaching. People, visits, playbook development and implementation support are agreed and quoted separately.
Can we license the course and train our own trainers?
Yes. RALS can arrange a course licence and a train-the-trainer programme so your internal trainers can deliver it to new joiners and other agreed groups. Rehan has experience designing train-the-trainer content, facilitator guides and delivery resources, as well as developing trainers’ facilitation skills.
We can agree a licence period, permitted audiences, reuse and reprinting rights, and support for your master trainers. The materials, trainer preparation and ongoing support are scoped and quoted separately.
Can another consulting firm partner with Rehan to deliver this course?
Yes. Rehan can deliver Consultative Selling Skills for your clients through a consulting or training partnership. We can discuss your customer’s needs, the delivery scope, branding and commercial arrangements. Delivery partnerships and course licensing are agreed separately—tell us which model you have in mind.
Can we train a larger team or adjust the scope?
Yes. Published fees cover one private group of up to 10 participants. Larger teams, multiple cohorts or a focused scope can be discussed and quoted separately. Tell us the roles involved and the customer conversations you want to improve.
The experience behind the course
Learn to sell on value with a facilitator
who has done it in the field.
Rehan Arif · Your facilitator
Techno-commercial experience.
With the skills to teach it.
An electrical engineering graduate with service-sales experience at Green Leaf and 12 years at Hilti across customer service, field sales, sales management and marketing leadership—including two years in global learning and development.
Especially relevant to teams selling premium technical and value-engineered solutions—where understanding the customer matters as much as understanding the product.
View the full career journey
Education & career journeyScroll to explore Rehan’s career ↓
- 2006–2011
Electrical Engineering Graduate
American University of Sharjah · Sharjah, UAE
- Sep 2011–Nov 2012
Service Sales Engineer
Green Leaf Air Conditioning · Dubai, UAE
- Dec 2012–Dec 2013Hilti · A 12-year career
Customer Service Representative
Dubai, UAE
- Jan–Dec 2014
Customer Service Team Leader
Dubai, UAE
- Jan–Dec 2015
Upper Account Manager
Dubai, UAE
- Jan 2016–Jan 2018
Area Sales Manager
UAE-wide responsibility
- Feb 2018–Dec 2019
Learning Business Partner
Schaan, Liechtenstein · Global remit
Building on Talent · Executive Business EducationDec 2018 · Lausanne campus, Switzerland - Jan 2020–Dec 2022
Regional Trade Marketing Manager
Middle East, Türkiye & Africa
- Jan 2023–Oct 2024
Marketing Director
Saudi Arabia
- Feb 2026–Today
Founder, Principal Consultant & Trainer
RALS Consulting · Sharjah, UAE
Experience building how others sell
Designed the 90-day onboarding journey for Hilti’s new sales managers
After five years at Hilti UAE, Rehan moved to Hilti’s headquarters in Liechtenstein as part of the Learning & Development (L&D) team to design the learning journey for new sales managers—their first 90-day onboarding plan.
Field rides, learning visits and professional development took him across the US, Türkiye, Saudi Arabia, the UK, the Netherlands and Finland. He also co-facilitated sales training at Hilti’s Kaufering learning headquarters in Germany, and delivered sales training for field engineers, managers and senior colleagues at Hilti headquarters.
Led learning for Hilti’s new sales approach and CRM transition
As project lead for Hilti’s new sales approach being piloted in Belgium and Luxembourg, Rehan built the learning journey for the Opportunity Oriented Sales Approach and the move to Salesforce as the new CRM—connecting a multi-stakeholder, longer-cycle sales approach, new definitions and new ways of working.
For your team, that brings two perspectives into the room: the commercial reality of communicating technical value, and the learning-design and change-management experience to help people apply a new approach. IMD executive education and his perspective as a founder strengthen that mix.
How that experience shapes the course
Real business experience.
Everyday examples people recognise.
Rehan combines his commercial experience with reflection on how people convince each other in daily life. Selling is the art of convincing: understand the need, then connect a relevant solution. Even someone new to sales has experienced what good—and bad—convincing feels like.
During diagnosis, he asks participants to recall a time someone convinced them. Their examples become a starting point for exploring the frameworks in class.
Understanding the need makes the suggestion relevant.
Maya wasn’t looking for pizza; she wanted a change from her work–home routine. The invitation appealed because it addressed that underlying need. The lesson is to understand what matters to someone before suggesting a solution—not to convince them to accept something they don’t want.
Friends learn each other’s needs over time.
In business, discovery questions matter.
In business, discovery questions matter.
With a customer, you may have only a short conversation to understand what sits behind an inquiry. The course practises open-ended questions to explore needs and context, and closed-ended questions to confirm what has been understood—before connecting a solution that meets the need.
A familiar experience. A structure for business. Personal examples help participants—even those new to sales—recognise that understanding a need and connecting a relevant solution is something they have already experienced. Rehan then introduces 5C and CORE as business frameworks and a shared language, with role plays to practise applying them in customer conversations.
Start with your team’s challenge
Let’s find the right approach
for your team.
In a free 45-minute online conversation, tell Rehan where your team needs support. Discuss the challenges, suitable scope and delivery options—with no obligation to buy.
Request a free training consultation
45 minutes online with Rehan
No obligation to purchase