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Inc Magazine Gets it Wrong on Consultative Selling

Understanding the Sales Force

They are the ones that appear to be smartasses because they are making the claims and recommendations without benefit of having had a meaningful conversation with their prospects. James is guilty of one of the most common misunderstanding in all of sales - that consultative selling requires salespeople to act like a consultant.

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Door-to-Door Sales: The Complete Guide

Hubspot Sales

But if you take a question-based consultative selling approach, people might open up a little more. Doing so will help you “respond to [product] inquiries and determine potential benefits” for customers. What we love: To sell anything, it's crucial to have a deep understanding of the product/service.

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What is Inside Sales? Everything You Need to Know

Gong.io

An outside sales rep at an insurance agency might travel to meet clients in their homes to discuss their needs, present insurance packages, and sign deals. Most inside sales teams with AEs and SDRs use a consultative selling approach, where the AE acts as a go-to expert who can help guide the company through the process.

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Pharma – new challenge, new sales strategy, new sales training

Sales Training Connection

Well, with that hint about consultative selling, you probably got the right answer – pharmaceuticals. The fundamentals of consultative selling did not make the top ten. Today doctors are under significant pressure from health insurance providers to curb costs. Doctor’s perspective. ©2012 Sales Horizons, LLC.