This course covers the consultative selling approaches and skills required to lead complex sales programs. Selling complex products and services typically requires a long sales cycle, a sales/solution team collaboration, a high degree of interaction with the client team, and the development of custom solutions specific to each client. This course covers all aspects of consultative selling, and specific topics include strategies to help clients identify opportunities, qualify deals, recognize unrealized value, create solutions, develop marketing programs, build teams, deliver projects, negotiate contracts, and manage relationships. Students will interactively work to develop the personal skills and behaviors essential to success, and will learn strategies and behaviors to become a trusted advisor and valuable partner to clients.