Top 4 Reasons Why Salespeople Suck at Consultative Selling.

Understanding the Sales Force

Dave Kurlan Consultative Selling asking questions accurate sales assessment active listeningImage Copyright iStock Photos.

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.

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5 Top Tips For Successful Consultative Selling

MTD Sales Training

No matter what you sell, a consultative selling approach is essential if you want to land the business. Click on this link if you’re looking for a consultative selling course. So here are my top 5 key tips to make sure that your selling interactions are more effective: CONSULTATIVE SELLING TIP # 1. Like with any doctors consultation they will ask you lots of questions before writing out a prescription – you need to use the same approach.

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. Now, why is it worth making this point about confusion in regard to 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.

The Sales Association: Is Consultative Selling Relevant?

The Sales Association

Is Consultative Selling Relevant? by Marcia Gauger 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 Answer: If you’re asking if consultative selling is obsolete, the answer is no.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.

The Top 3 Reasons Why Salespeople Fail at Consultative Selling?

Understanding the Sales Force

These days, I am just one of many who are spreading this message and even if we get through to only one leader at a time, we will eventually get most companies selling in a way that brings consistent results. Consultative selling requires that salespeople ask an awful lot of questions.

5 Steps to Effective Consultative Selling

SalesEngine

If you are a sales leader, part of a sales team, or a solo entrepreneur you have a sales methodology of some type – your preferred way of selling. What is Consultative Selling? Consultative selling is a way of selling that puts the customer’s needs first.

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?

Consultative Selling – The Hardest and Easiest Way to Make Sales

Jeffrey Gitomer

Sales consultative selling improve sales skills Jeffrey gitomer sales training We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

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.

Top 4 Reasons Why Salespeople Suck at Consultative Selling

Membrain

Yesterday, a sales manager I was coaching asked me to explain the difference between a great question and a tough question. I gave him the one-minute version but this article has the expanded version of that answer. Sales Management

Top 3 Reasons to Use Consultative Selling Skills

Klozers

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.

Closing and Negotiating Challenges - Symptoms of Another Selling Problem

Understanding the Sales Force

Surprisingly, recruiting salespeople was not one of the topics addressed in this year's 2017 Selling Challenges Study. Dave Kurlan Consultative Selling close more sales negotiating objective management group selling value Richardson OMG Assessment

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 B2B Companies Must Learn from 10 Reasons Why Amazon is Destroying Retailers

Understanding the Sales Force

Dave Kurlan Consultative Selling sales strategy amazon.com B2C B2BImage Copyright AdrianHancu. Amazon generated almost $44 Billion in net revenue last year and it had to come from somewhere. That's not $44 Billion that people wouldn't have spent if not for Amazon.

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.

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). Most often, they are executed by people who have never been trained in consultative selling, but who are doing it out of their genuine interest in helping the customer.

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.

Perhaps Hope is a Selling Strategy After All!

Understanding the Sales Force

Dave Kurlan Consultative Selling Closing Sales cold call Donald Trump james comeyImage Copyright 2Jenn. You've heard that hope is not a strategy - and it isn't a strategy if you're sitting there saying to yourself, "I hope I win this deal.".

Selling to the C-Suite: How Do I Get Started?

The Sales Hunter

Blog Consultative Selling leadership Prospecting c-suite high-profit prospecting prospect prospectingOne of the most difficult things you can find yourself having to do is to connect with the CEO or any other senior level person in an organization. Thinking you can use the same approach you use with others in a company is simply not going to work. In my book, High-Profit Prospecting, I devote several […].

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 motivation

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.

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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 techniques

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.

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.

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.

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.

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. sales assessment Dave Kurlan Consultative Selling sales process social selling selling value

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 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.

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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.

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.

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?

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.

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The Science of Sales Selection vs. the Marketing of Modern Selling

Understanding the Sales Force

sales assessment Dave Kurlan Consultative Selling sales process sales candidates inside sales inbound sales hiring test social selling objective management group

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

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 www.JohnSpence.com @AwesomelySimple My number one goal setting technique is to make it public.

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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. In the end, it comes down to these 10: 1. Be consistent.

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