Learning Outcomes

Upon completion of this course you’ll be able to:

  • Lead masterful sales conversations from beginning to end
  • Use questioning techniques to uncover the full set of customer needs and desires
  • Sell ideas, insights, and perspectives that influence the buyer’s agenda and inspire buyer action
  • Understand buyers, buyer types, and the buying process
  • Close new business with success and high integrity
  • Overcome objections that get in the way of the sale
  • Sell on value and reduce price push backs
  • Avoid common mistakes that even the most experienced sellers make
Download the AIM Course Calendar

Browse AIM’s full range of training courses, including
information about the key learning outcomes you can expect.

Download Course Directory 

Upcoming Dates for Consultative Sales Excellence

Delivery Mode

On-Campus Workshop – 1 day face-to-face workshops

The benefits of studying in a classroom setting include being able to share first-hand experiences, ideas and questions with peers and our expert facilitators. You’ll study alongside like-minded people and strengthen your network.

Additional Information

What's Included?

 

  • Comprehensive course notes
  • Morning tea, lunch and afternoon tea
  • Internet Access

 

Please advise AIM when booking if you have any dietary or accessibility requests.

 

Please note that prices for AIM short courses do not include assessment.

Payment Options


We require full payment to be made upfront prior to attending the training. Payment options we offer include:


  • Credit Card (Visa/MasterCard/Amex)
  • Direct Deposit (EFT)
  • Purchase Order
  • Payment Plan - zipMoney


If you would like to spread the cost of your training out our finance partner Zip Money can offer you a line of credit with 6 months interest free and flexible weekly, fortnightly or monthly payment options. For more information on this, visit Zip Money

Consultative Sales Excellence

4.59 out of 5
from over 17 participants

About the AIM Sales Leader Credential

The AIM Sales Leader credential develops the skills to lead masterful sales conversations and grow key accounts. Incorporating research and training from the RAIN Group, an AIM Sales Leader credential equips you with the tools and techniques to provide insight, push thinking and bring new ideas to the table.

> Find out more about the AIM Sales Leader Credential

Our Facilitators

AIM facilitators are experienced practitioners with a robust mix of academic and practical expertise. We believe the education of the future managers of Australia to be a highly important task. Who is better placed to teach the art and science of management than those with current, daily real-world experience?

Our motto: By managers, for managers.

In-House Training Solutions

Contextualising training engagements for your industry or organisation maximises relevance and increases the transfer of learning into the workplace. Develop team cohesion and achieve your specific business objectives through a shared, in-house learning solution.

AIM’s experienced learning designers develop both accredited and unaccredited learning engagements to build the critical competencies you need for success. Join over 500 organisations creating compelling and engaging AIM tailored learning solutions for industries including Government, Health, Financial Services, Mining, Manufacturing, Construction and more.

> Request an In-House Training Solution consultation

In Partnership with RAIN Group

About RAIN Group

As an industry-leading sales training company, RAIN Group have an acute understanding of the key challenges faced by business leaders in driving revenue growth and meeting the expectations of multiple stakeholders.  RAIN Group has been named as one of Selling Power’s Top 20 Sales Training Companies list for consecutive years.