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.

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 – 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.

Banking on a Consultative Selling Process to Meet Organic Growth Goals

Anthony Cole Training

5 Reasons Consultative Selling Skills/Techniques Inhibit Organic Sales Growth. organic sales growth consultative selling selling techniques that don't work

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. The new sales model.

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.

5 Steps to Effective Consultative Selling


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: How To Win Your Prospects Without Really Trying

Sales Hacker

The post Consultative Selling: How To Win Your Prospects Without Really Trying appeared first on Sales Hacker. Sales Development Webinars

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.

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?

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.

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.

Jonathan Farrington's Blog ? ?Consultative Selling is dead!? ? Oh no.

Jonathan Farrington

Consultative Selling is dead!” – Oh no it isn’t! There are those who would suggest that “consultative selling” or its successor “collaborative selling” is dead. 3 Responses to ““Consultative Selling is dead!” – Oh no it isn’t!”

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.

Top 4 Reasons Why Salespeople Suck at Consultative Selling


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

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.

Top 3 Reasons to Use Consultative Selling Skills


Consultative Selling Skills. The great advantage of Consultative Selling is that the fundamental principles can be used on any product or service, in any industry. Even a traditional telephone sales call can be approached in a consultative manner.

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.

The Perfect Day for a Salesperson - 10 Ways to be More Efficient and Effective in 2018

Understanding the Sales Force

Dave Kurlan Consultative Selling sales process crm sales best practices membrain time management connectandsell

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10 Ways to Determine if Your Sales Prospect was Engaged

Understanding the Sales Force

Dave Kurlan Consultative Selling linkedin customer engagementIt was like losing my favorite pair of gym shorts, forgetting where I parked my car, or not being able to get my computer to restart. The past week presented me with its share of technology challenges.

Is the Sales Force Getting Dressed Up or are Real Changes Taking Place?

Understanding the Sales Force

Yesterday I received an email from Richardson Training, letting me know that they have completed their 2018 Selling Challenges Study. Dave Kurlan Consultative Selling sales process Richardson value selling

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Which is Worse - Crappy Salespeople or Crappy Sales Managers?

Understanding the Sales Force

Dave Kurlan Consultative Selling sales process Sales Coaching kurt morensenIn his book, The Art of the Start, Guy Kawasaki said, "Don't Worry, Be Crappy.".

How Consultative Selling Puts the Buyer in the Driver Seat


Consultative sales people don’t push features – they identify needs and create a solution that is of value to that particular prospect/client. Buyers working with committed consultative sales professionals will never feel “sold to”. They know they

Predictions for 2018 - The Sales Triad Will Provide Record Sales Growth

Understanding the Sales Force

Dave Kurlan Consultative Selling sales process selling value

The Sales Association: Sales Association Members Earn.

The Sales Association

Sales Association Members Earn Distinguished Consultative Sales Certification (CSC) ™ Normal. Comcast Media Group, Zygo Corporation and JJ Keller have invested in their sales team to ensure sales and services offered are enhanced with consultative selling skills.

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B2B Salespeople Send 16,000+ Unqualified Proposals Each Day!

Understanding the Sales Force

Could anything be more fascinating than a visual or infographic depicting how effective your sales force is at various aspects of selling? Dave Kurlan Consultative Selling sales force evaluation sales leadership sales core competencies OMG Assessment sales proposal

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

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.".

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.

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.

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.

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

Understanding the Sales Force

Dave Kurlan Consultative Selling sales strategy 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.

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Learn To Consult For Better Business

MTD Sales Training

Consultative Selling consultative sales process consultative selling approach consultative selling tips Culture plays a funny game with us. We often get stuck in a rut and blame things outside our control for how we feel and the results we get. The culture we exist in keeps us in a headlock and rubs. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Supercharge Sales: The Right Data Can Make All the Difference

The Sales Hunter

Blog Consultative Selling Customer Service Professional Selling Skills consultative selling The TAS GroupOn November 12, there is a webinar on how to use the right data and insights to supercharge sales and performance. You won’t want to miss out on this!

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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.

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 […].

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 Strategies to Close More Business at Year End

The Sales Hunter

Blog Consultative Selling Professional Selling Skills Prospecting prospecting sales prospecting sales strategies sales tipsWe’re fast approaching the end of the year and that makes planning even more important. Plan today so tomorrow you don’t panic! Below are 10 strategies you can set up now to allow you to close more business at year end: 1. First off, review your calendar and find out now what days your company […].

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.

Quit Stating the Obvious! You’re Boring Your Customer!

The Sales Hunter

Blog Cold-Calling Consultative Selling Customer Service presentation salespeopleYou may think it’s important, but does your customer? Is what you’re sharing with the customer nothing but a statement we’ll call a blinding flash of the obvious? I was just in Australia and saw this sign, “Danger Crocodiles,” with the words “No Swimming.” ” Excuse me, but did I miss something with my limited knowledge […].