Tag: consultative sales

The Gist

• There are enormous differences between a salesperson and a consultative salesperson.
• Being truly consultative requires a modern sales approach and a number of higher-level competencies.
• The path to becoming consultative…

The enemies of tomorrow prevent you from creating a better future. When you are in sales, these enemies include whatever prevents your prospective client from changing—even when they have compelling challenges and opportunities. Understanding…

Your dream client is trying to solve a persistent challenge or embark on some new initiative that they believe is critical to their future. The C-level executives are having animated meetings about what they should do and exploring options that…

A friend asked me to describe to him exactly how selling works. To answer the question, we do need to look at how a very simple, straightforward, and transactional sale works. But we also need to explore more complex sales. Each section here…

Both buying and selling are becoming increasingly difficult, especially when decision-makers and decision-shapers must navigate disruptive events that make certainty a challenge. I’m sure you have seen this inside your own company, as well as at…

To become a truly consultative salesperson, you need to know more than your clients in a few important areas (the idea of being “one-up”) and be in a position to share your perspective and offer your advice. These four areas of insight are not…

Without a deep understanding of and a keen interest in business, you cannot be consultative. Developing business acumen, a fundamental competency for B2B success, not only lets you capably advise clients on their business decisions, but gives you…

Many people write about salespeople as if it was still 1978 when salespeople were more likely to use a high-pressure approach and when it was customary to straight pitch their prospective client. Most of what they write sets up a straw man that…

One of the critically important, yet neglected, concepts in sales is the idea of "creating a preference" to buy from you and your company. Not only do you need to create a desire to work with you, but you must also create a preference for your…

One of your primary responsibilities as a consultative salesperson is the use of a modern sales approach, one that provides your client with a higher resolution lens through which to view their business, their results, and their decisions. You…