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How Can Consultative Selling Already be Dead?

Understanding the Sales Force

In this article for Middle Market Executive ,Tom Searcy insists that Consultative Selling is dead. He says that consultative sellers end up with buyers who can only make small decisions, experts end up in purchasing and only industry authorities can reach executive decision-makers. He also says that consultative sellers ask, "What is your pain?",

Consultative selling and selling consultatively – don’t confuse them!

Sales Training Connection

In this case, the weeds involve drawing the distinction between the term consultative selling and the concept of selling consultatively. As starters, Mark Hanan established the branding this term in his brilliantly written book Consultative Selling – an early and extremely important work about selling consultatively. Consultative skills.

Consultative Selling – A Definition

Jonathan Farrington

Last week, I was asked by a colleague to describe my interpretation of what consultative selling is, and I thought I would share my response with you…… As we are all aware, getting to know the customer and understanding their needs is not a quick and easy process. News: Lots of news tomorrow … General Collaborative Selling Consultative Selling Strategic Selling

Post Consultative Selling

Sales Training Connection

Depending upon who is counting – if you look back over the last hundred years or so, there have been three or four major shifts in how major organizations sell. Clearly “king of the hill” for the last 30-40 years has been Consultative Selling. Consultative Selling emphasizes the importance of moving from a product-centric to a customer-centric sale.

Are Inside Sales and Consultative Selling Mutually Exclusive?

Understanding the Sales Force

Of course, it is the king of the top of the funnel where everything begins, but with few exceptions, selling rarely ends in that department. Customer Service, where the focus may be upselling and/or cross-selling, has been around for ages. Throughout the history of selling by phone, these calls have traditionally taken the form of, "Yes, can I have a price on 2,500 microwidgitettes?".

Consultative Selling, Commitment and Training - Like Oil & Water

Understanding the Sales Force

We recently evaluated a sales force where the salespeople had, on average, only 18% of the attributes of a consultative seller. Achieve Global has come in 3 times in 3 years to teach consultative selling!". So why didn''t the training on consultative selling stick? You simply can''t train salespeople to sell consultatively in a 1, 2 or 3-day training.

Inc Magazine Gets it Wrong on Consultative Selling

Understanding the Sales Force

Why Consultative Doesn''t Work is irresponsible writing. Forget for a minute that those of us in the sales development space (he calls us pundits) have been trying to help companies and their sales teams transition from a transactional to a consultative approach for years. Transactional selling no longer works unless you are content to be the low-cost leader. Not true. Payroll.

Is Consultative Selling Relevant?

Best Sales Practices Blog

Question: Over the years, I have adopted what I consider to be a consultative approach to selling. Is it time to adopt a new model of selling? Answer: If you’re asking if consultative selling is obsolete, the answer is no. Some experts feel that transactional selling has prevailed over the last couple of years, however all agree that consultative selling is more important now than ever. Perhaps the definition of consultative selling needs to be visited. However, the key word is sell. We agree. Best Practices

5 important consultative selling questions

The Accidental Salesman

In consultative selling, questions are the tools of the trade, especially when it comes to the discovery stage of the consultative sales process. Here are 5 key consultative selling questions you should definitely have in your consultative selling tool box

Consultative Selling Techniques - Holding Back

The Accidental Salesman

One of the most important consultative selling techniques is what I call ‘holding back’. People are so used to sales people selling as soon as they get a hint on an interest that the mere act of holding back from selling can be enough to set the sales interaction up to be more consultative.

Top 3 Reasons to Use Consultative Selling Skills


Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling is undoubtedly difficult to get right, the rewards are high given the typical values of the products & services involved. Even a traditional telephone sales call can be approached in a consultative manner.

10 Selling Scenarios When You Must Slow Down

Understanding the Sales Force

Dave Kurlan Consultative Selling Sales Coaching sales forecasts super bowl 51Image Copyright honglouwawa. By now, surely everyone has written their Super Bowl articles, drawing inspiration from the game, the comeback and the records to make their points. He said: [When I find myself behind in baseball] There are two things you can do. I felt like there was a comparison there.

What Value Does Your Sales Proposal Bring to You and Your Ability to Close the Sale?

The Sales Hunter

Blog Consultative Selling Professional Selling Skills consultative selling proposal sales proposal selling skillsI’ve seen far too many sales proposals, and I’ll admit 90% of them are a waste. Reason is simple: We don’t take the time to do them right. What gives us the right […].

There is more to consultative selling than questions

The Accidental Salesman

Many people tend to think about consultative selling in terms of questioning skills. There is no doubt that questioning is a key part of consultative selling but there is a bit more to consultative selling than that. Consultative Selling consultative sellingIn this article I am going to take a step back, get back to basics, and answer the [.].

5 Ways to Shorten Your Sales Cycle — NOW!

The Sales Hunter

Blog Breakthrough Sales University Cold-Calling Consultative Selling Professional Selling Skills cold calling consultative selling sales cycle sales skills selling cycle selling skillsAsk this key question to ask every prospect during the first contact: What is your timeline for making a decision? It only makes sense that if your goal is to close sales faster, you must be working with prospects who are most likely to buy NOW. A prospect who says they’re not going to buy […].

10 Ways to Tame the Pre-Sales Call Nervousness and Stress

The Sales Hunter

Blog Closing a Sale Cold-Calling Consultative Selling Professional Selling Skills Sales Motivation confidence sales call techniques sales confidence sales motivationYou’ve got the big call and you know you need it, which alone is stress, but making it worse is your boss told you how important the call is to both the company and your career. This is a common occurrence.

Tech Buyer Explains Why He Has No Use for Salespeople - Must Read

Understanding the Sales Force

Dave Kurlan Consultative Selling sales process bad salespeople elite salespeople tech buyersI managed to develop a case of poison ivy that is so bad it is making my blood boil. Earlier this year I wrote an article explaining why more salespeople suck than ever before. You'll need to read that article for the rest of this article to make any sense.) You won't be sorry!

Buyer 99

10 Ways to Overcome a Sales Slump

The Sales Hunter

Blog Closing a Sale Consultative Selling ProspectingIt’s the middle of July, and it seems as if everyone is either on vacation, about to go on vacation or just got back from vacation. All of the talk about vacations makes it seem as if nobody is working, and as a result, it’s easy to fall into a summer sales slump. Here […].

10 Best Sales Questions to Use When Talking with a Customer

The Sales Hunter

Blog Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting Purchasing Department listening prospecting purchasing department questions sales process sales prospecting selling techniquesOne of the best things any salesperson can do is develop a list of 10 questions they feel comfortable asking. The questions […].

5 Ways to Close More Sales During the Summer and Avoid the Summer Slump

The Sales Hunter

Blog Closing a Sale Consultative Selling Professional Selling Skills Prospecting Sales Motivation closing sales sales closing sales motivation sales slumpIt happens every year. Summer comes, and for some reason, sales slump. If you allow summer to take over, your sales will slump. If, on the other hand, you’re proactive, you can enjoy a summer sales bump!

4 Critical Changes to Go from Failure to Success in Sales Today

Understanding the Sales Force

Like many companies, they have not only realized that selling has changed dramatically, but that their salespeople may not have adapted, developed new skills, and changed the way they sell. If you're a regular reader, active on LinkedIn or Social Media, then you have certainly read about the many ways that selling has changed.

10 Things Top Performing Salespeople Do Regularly

The Sales Hunter

Blog Consultative Selling leadership Professional Selling Skills Sales Motivation goal setting goals sales leader sales leadership sales motivationWithout a doubt, there are things that top salespeople do in order to excel in their professional and personal lives. Top salespeople… 1. Plan their week and work their plan. Have a prospecting plan they follow […].

Consultative Selling–We See Great Examples Everywhere

Partners in Excellence

As people, particularly we consultants, are prone to do, we make things more complex than they need be. Most of the principles we look at in high performance selling are simply the disciplined and systematic application of common sense and the Golden Rule (I mean the “Do unto others… ” one). Consultative selling is a key means of aligning ourselves with the customer, helping them understand opportunities to improve their business, diagnosing problems they may have, and recommending solutions. We see great examples of consultative selling every day.

Consultative selling techniques for closing the sale: The Next Step

The Accidental Salesman

Many of the closing techniques that regularly appear in sales books are fine for simple situations like selling kitchenware and the sale starts and ends in the same session without anyone else being involved. Selling services to large corporates is normally much more complex. Closing the sale consultative selling how to close a sale sales closing techniquesIf you do not win the sale you need to leave [.].

How Dramatically Has Selling Changed?

Understanding the Sales Force

Let''s take selling. Dave Kurlan Consultative Selling close more sales twitter linkedin selling value long sales cycle sales win rates google plus Image Copyright: 123RF Stock Photo. Now, pretend it''s 1995, and reread the quotation. Twenty years ago, would you have recognized any of the words other than "take", "and", "then", "using", "your", "or" and "to?"

Mastering The Art Of Knowing Exactly What The Customer Wants

MTD Sales Training

Consultative Selling active listening listening skillsWhat do you consider to be the greatest skill that any salesperson should develop to the level of excellence? Presentation skills? The ability to negotiate effectively? Prospecting skills? Although. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Exact 85

Selling to the CEO and Avoiding Being Sent to a Low-Level Department

The Sales Hunter

Blog Consultative Selling leadership Professional Selling Skills c-suite consultative selling sales leadership sales techniques selling techniques selling to the ceoYou’ve got your meeting scheduled with the CEO or you’re on the verge of getting the meeting. In either case, the question is asked, “Why should you be able to take up the CEO’s valuable time?” ” The most precious resource the CEO or any other senior level member has is their own time. If […].

10 Ways to Overcome a Customer’s Objection

The Sales Hunter

Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills handling objections objections sales motivation sales tipsAn objection from a customer is not a reason to panic. Thinking you’re never going to have a customer object to something is not realistic. Here are 10 responses to consider: 1. Ask the customer to share with you more insight as to why they raised the objection. I always say it’s not the […].

Breaking News - More Salespeople Suck Than Ever Before (and Why)

Understanding the Sales Force

Dave Kurlan Consultative Selling objective management group selling value Richardson OMG Assessment charlie daniels bachman turner overdriveSaturday evening I was driving my car and listening to the radio when a song played that I hadn't heard since the 70's.

6 Ways to Separate Yourself from Your Competition

The Sales Hunter

Blog Consultative Selling Customer Service leadership Professional Selling Skills competition sales competition sales leadershipWhat makes you different from your competitor? Why should a potential customer give you the time of day when they already have too much on their plate? To many customers, there’s zero difference between […].

The Second Most Important Sales Lesson of My Life

Understanding the Sales Force

Dave Kurlan Consultative Selling sales lessons sales tipsEarlier this week I posted an article that told the story of the biggest sales lesson of my life. I received so many emails about that article because it seemed to really resonate with my readers. Yet, as much as it resonated, there was one question that several of them asked in their emails.

5 Reasons You Will Increase Your Business By Firing Some Customers

The Sales Hunter

Blog Consultative Selling Professional Selling Skills Sales Motivation customers sales motivationIt’s time to look past the “80/20 rule” (the idea is 80% of your business comes from 20% of your customers). We need to look at the inverse. 80/20 means also that 80% of your hassles are going to come from 20% of your customers. 80% of hassles really is […].

10 Things I Will Do This Coming Year

The Sales Hunter

Blog Breakthrough Sales University Consultative Selling Professional Selling Skills Sales Motivation 2016 goal setting goals motivation resolutions sales goals sales motivationThis year I will: 1. Not set goals without also having a plan to achieve them. Spend more time learning, and most of all using what I learn. Focus not on what I wish I had done, but on what I will do.

What’s Your Number One Goal Setting Technique?

The Sales Hunter

Blog Closing a Sale Cold-Calling Consultative Selling Professional Selling Skills Sales Motivation goal goal setting sales goals virtual sales kickoff 2016I asked several of the smartest people I know what they consider their number one goal setting technique, and here is what they shared: John Spence @AwesomelySimple My number one goal setting technique is to make it public. When I set an important goal that I truly want to reach, I tell several of […].

5 Great Sales Questions Every Person Should Use

The Sales Hunter

I talk so much about the role questions play in the selling process and the need for every salesperson to have at least 5 questions they can feel comfortable using. Blog Closing a Sale Consultative Selling Professional Selling Skills questions sales process I like asking this question […].

The One Thing Most Salespeople Are Unable to Do

Understanding the Sales Force

Based on what I often write most about, you might think it would be to consultative selling, but that''s not it. It is partly a result of their inability to sell consultatively while continuing to demo, present, quote and propose too early. Dave Kurlan Consultative Selling selling value overcoming price objections value selling, Evan Carmichael

10 Tips for Successful Selling

The Sales Hunter

Here are the 10 best tips for successful selling. I based these tips on my 30+ years of selling and working with hundreds of organizations and thousands of salespeople. Blog Consultative Selling leadership Professional Selling Skills Sales Motivation Sales Training Tip prospect sales motivation sales tips selling success success Be consistent.

10 Mistakes Salespeople Make and Why You Can’t Afford to Make Any of Them!

The Sales Hunter

Blog Consultative Selling leadership Professional Selling Skills customer customer service customers prospect prospecting It’s not my nature to be negative, but sometimes the best ways to point things out is by expressing it in a negative manner. Here are 10 mistakes salespeople make (hopefully you will see why you can’t afford to make even one of them!) Failing to gain a relationship with others beyond just […].

Why Inbound and Inside Sales Experts Think Sales Process is Dead Too

Understanding the Sales Force

They'll have you believing that salespeople are no longer needed, selling is dead, and a consultative approach is dead too. They are basically ready to proclaim that anything selling related, that they don't really understand or find it necessary to do, is not needed and dead. One article was published in Harvard Business Review and was really about Solution Selling being dead.

6 Secrets to Sell More in Less Time

The Sales Hunter

Do you know there are 6 things top-performing salespeople do to sell more in less time? Blog Closing a Sale Consultative Selling Professional Selling Skills Sales Motivation sales motivation selling skills The beautiful thing is anyone can do them. You don’t need special skills, but rather the discipline to make it happen.