FDI Academy
Consultative Selling



Duration: Half day

Course Overview

When engaging with IPAs, investors look not only for facilitators, but advisors who understand their businesses. If you have an investor-facing role and would like to build or improve your consulting skills in areas such as conducting investor meetings, delivering presentations, pitches, advising clients and negotiation skills, then this course is for you.

Understanding the investor mindset

This course begins by taking a look at the position IPAs occupy – as public sector organisations that deal mostly with private sector investors. As such they must wear two hats: they need to understand and even adopt a private-sector mindset, while retaining their role as representative of the state.

We then move on to a consultative selling model for investment attraction, before developing a series of key consulting skills, including preparing for and conducting investor meetings: how to ask the right questions and understand the answers. We then cover relationship building, pitching and negotiation skills.

Finally we acknowledge the shift towards virtual engagement accelerated by the Covid-19 pandemic and consider some tips and tricks to increase traction in an online environment.

What you'll learn:

  • Understand the trends towards consultative selling and private sector involvement within investment promotion
  • Have been given practical frameworks and tools for consultative selling with investors
  • Have tested and honed key consulting skillsets, including preparing and conducting investor meetings, presentation and pitching skills and negotiation skills
Register interest

FDI Academy
Find out more about our courses