Description

Approximate time to complete: 25 minutes (not including short course assessment)

Intended audience: All

Sales Process Skill Set: Execute

Category: Foundation

Overview:

Principles of Consultative Dialogue is a course intended to help the sales team familiarize with the basic principles of conducting effective, consultative conversations. The foundation of this approach enables them to plan before a meeting and then diagnose a customer situation before prematurely recommending a solution.

Course objectives:

After completing this course, you will be able to:

• Apply three foundational principles of consultative dialogue
• Define and describe the use of three different types of questions in consultative dialogue
• Describe two specific areas to explore with a buyer using structured questions
• Use a questioning framework to plan and conduct consultative dialogues with a buyer

Recommended prerequisite courses:

• Principles of Sales Execution

Related courses: