This event is sold out - please do not turn up at BCS London if you do not have a booking.  Thank you.


Consultative selling is an approach that focuses on building trust and the relationship with the client first, before proposing or promoting a particular solution. It has particular power in selling consultancy services, whether those services are coming from external consultancies or from internal consultancy roles. This event introduces this engaging approach.


As a result of attending this 90 mins workshop you will:


• Learn how to ask better questions
• Recognise the importance of effective listening
• Understand the risks of assumptions
• Have a map of solutions to work around
• Be more confident when client facing


Who should attend? Business owners, consultants, IT professionals who need to add value - professionals who diagnose problems and deliver solutions. This session is designed for customer facing IT professionals and business owners who may not be directly responsible for sales but will benefit from learning some of the key fundamental sales skills which can be adapted and applied to professional services and tech.

This is an interactive learning experience full of engaging activities and discussion.


This is a joint event between BCS, Institute of Consulting and CMI.



Speaker: Simon White



Simon White has over 20 years commercial sales experience, Simon White is committed to providing sales training and coaching which is based on real-world experience; empowering delegates with the skills and processes to make lasting improvements to their telephone prospecting and face-to-face client interactions.

Simon has extensive sales training & coaching experience in diverse industries and sectors – including field sales, telephone sales and social selling across manufacturing, professional services and technology.

An expert in sales with many years of selling experience and a business owner himself, Simon understands the real challenges facing the light touch of the ‘Consultative Sell’. Simon comes with plenty of ‘war stories’ to bring to life the learning experience along with techniques and best practice to understand the deal and then close it naturally.


Simon is a specialist mentor for The Prince’s Trust, providing sales and marketing advice to business mentors and their clients throughout Northamptonshire and the surrounding counties. He is an associate trainer for Milton Keynes College and has a portfolio of consultants who trust him to train and mentor their clients.


When he’s not doing his day job, Simon is a magician!


Event opens at 18.00 with the workshop commencing at 18.30 till 20.00 when networking with wine and refreshments will continue until 21.00.  Please note, there will be a short AGM prior to the start of the presentation which all are welcome to attend (non-members cannot vote on matters arising).


Event Recording

The BCS Consulting SG will post a video recording of the event on the BCS Panopto site afterwards. This will be published on the BCS Consultancy website.


For overseas delegates who wish to attend the event please note that BCS does not issue invitation letters.


 THIS EVENT IS BROUGHT TO YOU BY: BCS Consultancy SG. For more information about the group, go to:


You can also attend this event remotely via a free webcast -

Consultative Selling and How To Do It  - Consultancy SG
Date and time
Tuesday 8 October, 6:30pm - 9:00pm
BCS, The Chartered Institute for IT
Ground Floor, 25 Copthall Avenue
This event is sold out