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• Understand the core attitudes and beliefs shared by successful sales people and place them at the heart of their approach
  
• Navigate the steps involved in the consultative selling process
  
• Develop and use their key selling skills to build more effective relationships with their customers
  
• Develop intelligent questioning strategies
  
• Make the most out of meetings with customers and potential customers
  
• Create compelling 'intelligent stories' that will engage a potential customer's interest
  
• Help customers to understand their needs and involve them in developing appropriate solutions

An annual license to The Principles of Consultative Selling provides an entire sales team with year round access to this unique learning resource.

Target audience

This course is the ideal introduction to the sales process for anyone new to selling and a useful refresher and practice tool for more experienced sales people.

Learning outcomes

Core principles