Sales Conversation Skills Questas face to face classroom training icon Live virtual classroom

We help technical people feel comfortable with the idea of selling – demonstrating that it is not some sort of ‘dark art’ – which can make a radical change to the dialogue they have with existing and potential clients.

Course overview

Our sales training has been developed over years into an approach designed for both natural and ‘unnatural’ salespeople. We have a tried and tested structure which will help participants become more effective at professional sales conversations. Participants practice different tasks to build their skill sets, from listening techniques and questioning skills to building trust and gaining the client’s commitment.

Who’s it for?

This professional development is designed for anyone responsible for building client relationships, uncovering new opportunities and converting them into fee paying work.

Ideally suited for: Consulting Engineers, Planners, Lawyers, Architects, Environmental Consultants, Cost Consultants and all those who encounter sales conversations in this sector.

Course format

Questas face to face classroom training iconFace to face: A full day workshop aimed at groups of 9 – 15 participants and involves a mixture of theory (our coveted 3i model) and exercises designed to develop consultative selling skills. There is an emphasis on skills practice, and we often use actors to play clients in sales meeting simulations.

Live virtual classroomLive virtual classroom: Ideal for up to 12 participants, this is a 2 hour session aimed at learning the Questas 3i Model structure and components.


The course is designed to resonate with technically minded individuals and ‘unnatural’ salespeople to develop skills and build confidence.

Having completed the session, our participants tell us they have more face-to-face business development discussions and those conversations are more effective, leading to a greater number of opportunities and improved win-rates.

Questas Quote Marks Circle

“I found the day to be really useful. In particular, the realisation that active listening is a true art.”

Senior Associate, Expedition Engineering

Content Outline

  • Planning and preparing for client meetings
  • Understanding the client
  • Exploring the client’s world – developing a differentiator
  • Planning, structuring and managing business development meetings
  • Practicing sales meetings and building relationships
  • Delivering a compelling proposition

One-page course overview

Questas Quote Marks Circle

“I found the day to be really useful, informative and well delivered. In particular, a realisation that there’s a little of ‘Tigger’ in all of us and that listening really is a true art.”

Senior Associate, Expedition Engineering

Questas Quote Marks Circle

“The sales meeting structure model is excellent.”

Director, Building Services Co.

Interested in this course?

Email or click the button below to get in touch.

Questas is based in London, and travels internationally to deliver training.

If desired we can help you design and/or organise your own training courses tailored to your team.

Drop us a line

Excel at sales meetings

Questas Effective Business Development Meetings booklet cover

Download our guide

Make every sales meeting a long-term success with new and existing clients

Get it now

Does Business Development slip to the bottom of your to-do list?

Our clients often tell us that they struggle to find the time and resources for strategic and planned Business Development activity. Our Business Development Planning course can help you apply tried and tested strategies and tactics to help you unlock more opportunities and win more – and better – work.

Become confident when presenting or pitching

Our Presentation and Pitching training course is the natural next step for engineering and technically minded professionals who are engaged in internal or external pitching to sell a service or opportunity. In this training learners will use real-life simulations to practise presenting and overcome common pitching anxiety.

Free consultation

Have questions for us? Get your team started today and gain a new competitive advantage.


Get in touch