Tag: consultative sales
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…Continue Reading
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…Continue Reading
You have a specific experience. Let's assume it is a negative experience. You have to communicate this experience, so you create or find a concept to allow you to explain it to someone else, while trying to make sense of it yourself. Here is an…Continue Reading
Recently, a post on LinkedIn proposed a scenario, with the author soliciting opinions as to how one would solve the challenge. The situation is pretty simple, and here is a summation: The salesperson works on a deal for months, and the client…Continue Reading
Why would you call on a prospective client to sell your products or services if you didn’t have a relatively well-formed theory about the problems and challenges they are almost certain to be experiencing?
How could you not know the primary…Continue Reading
Your craft is one that is difficult to master. It requires that you develop certain character traits and a complex array of skills. Your job title suggests you are a salesperson, but there are more people with the title than there are people who…Continue Reading