This module creates an outline for understanding to what degree a salesperson takes a consultative approach to selling. Throughout this program, you will come across various models to uncover customer needs and prepare yourself prior to a discovery conversation, which will help you gain customers’ trust and be their trusted advisor.

Learning outcomes include:
- Build trust with customers by intentionally demonstrating credibility, reliability, and authenticity while asking tough questions
- Align yourself with customers by learning about what is important to them using the SOLVE model
- Uncover the customers’ reasons to buy while strengthening your relationship as a partner and thought leader by using questioning techniques that focus on the customers’ outcomes and needs

This course is best viewed on Google Chrome's desktop browser.