Tag: consultative

Commitment #3, which you’ll find in The Lost Art of Closing: Winning the 10 Commitments That Drive Sales, is “the commitment to change.” We want our clients to change from our competitor’s solution to ours, something that would require them…

This list is not in any particular order, and many of the attributes or character traits depend on others. Similarly, while no single item listed here prevents you from being consultative, the more of them you possess, the less likely you are to…

In the 1950s, a student of psychotherapy at an English hospital studied relationships between the therapist and their patient. The student noticed that the patient wanted the therapist to be in the "one-up" position in the relationship, possessing…

It takes a long time to become a consultative salesperson if you are not given the training, development, and coaching that would speed up your development. As you pass through the development stages to become a consultative salesperson, you will…

Your role as a consultative salesperson, one who aspires to be their client’s trusted advisor, comes with duties and responsibilities. Some of these responsibilities may be known to you, while others may not be something you have paid much…

When I wrote Eat Their Lunch, my editor recommended I remove the words “strong bias” from one chapter heading. In his view, the words were too charged for our hyper-political climate in the United States. I took his recommendation and instead…

Professional salespeople want—and need—to be consultative. The word “consultative” means that one provides advice and recommendations, and it includes the idea that one possess the business acumen and situational knowledge (or experience) to…

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

If you are competing by creating a higher…

Most salespeople are honest and ethical. But it’s not so much because the balance of power between buyer and seller has changed as it pertains to who has information. And it’s not because the Internet allows buyers to turn the tables on sellers…