- 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…Continue Reading
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…Continue Reading
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