These courses are available free of charge to Institute members.
You will need your MyIOP username and password to access them. Visit the Membership section if you wish to become a Member.
Advancing the Sale
Many professionals are uncomfortable with the idea of selling. As a result they fail to explore the needs of their clients fully and propose solutions too early. This course shows how, by focusing on the client and moving at a speed they are comfortable.
Course profile (PDF, 45 KB)
Conversations with Customers
Selling is not about going for the jugular and hoping for the best - it is about maintaining long-term consultative relationships with customers. This course will help you to conduct successful sales meetings.
Course profile (PDF, 38 KB)
Understand what customer service is and how your organisation, staff and customers benefit from providing high levels of customer service. Learn how to Communicate decisions and suggestions clearly and appropriately in a variety of ways.
Course profile (PDF, 46 KB)
Principles of Consultative Selling
Those who focus on the customer and their needs are more likely to be valued for their advice and trusted. The way a professional develops their relationships with their customers is key to their success.
Course profile (PDF, 51 KB)