During this course students will learn to: Develop trust and rapport quickly; Earn the right to the meeting; Develop a tailored interview approach; Read customers and modify their behaviour accordingly; Define outcomes which meet the clients expectations; Increase behavioural flexibility and awareness of both the client and his/ her organization; Master a subtle questioning strategy; Use a comprehensive Consulting Model to elicit all the clients needs; Make compelling suggestions and proposals. Suitability: Consultants and salespeople using a consultative approach to selling.