Blog Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting Purchasing Department listening prospecting purchasing department questions sales process sales prospecting selling techniques MORE
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. MORE
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. MORE
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. MORE
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. MORE
Blog Closing a Sale Cold-Calling Consultative Selling Professional Selling Skills Sales Motivation confidence sales call techniques sales confidence sales motivation MORE
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 […]. MORE
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 Answer: If you’re asking if consultative selling is obsolete, the answer is no.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. MORE
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. MORE
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. MORE
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. MORE
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. However, the key word is sell. MORE
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. MORE
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? MORE
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. MORE
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. MORE
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. MORE
One of the most important consultative selling techniques is what I call ‘holding back’. MORE
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. MORE
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.". MORE
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. MORE
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 MORE
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 MORE
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. MORE
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? MORE
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. MORE
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 [.]. MORE
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?” MORE
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. MORE
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. MORE
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. MORE
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 techniques MORE
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. MORE
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. MORE
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. MORE
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 MORE
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 MORE
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. MORE
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. MORE
sales assessment Dave Kurlan Consultative Selling sales process sales candidates inside sales inbound sales hiring test social selling objective management group MORE
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. MORE
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. MORE
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. MORE
Consultative Selling Related Topics 
Understanding the Sales Force
APRIL 30, 2015
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.
Sales Training Connection
DECEMBER 12, 2014
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.
Jonathan Farrington
DECEMBER 9, 2012
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.
Sales Training Connection
JUNE 20, 2012
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.
Understanding the Sales Force
APRIL 7, 2014
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.
Jeffrey Gitomer's Sales Blog
JUNE 2, 2014
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.
Understanding the Sales Force
APRIL 8, 2013
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.
Best Sales Practices Blog
JANUARY 26, 2011
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. However, the key word is sell.
The Accidental Salesman
MARCH 11, 2015
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
Klozers
JUNE 5, 2014
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 Accidental Salesman
MARCH 6, 2015
One of the most important consultative selling techniques is what I call ‘holding back’.
Understanding the Sales Force
APRIL 25, 2017
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
Understanding the Sales Force
APRIL 17, 2017
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.
Understanding the Sales Force
JUNE 9, 2017
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.".
The Sales Hunter
AUGUST 4, 2015
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.
Understanding the Sales Force
FEBRUARY 7, 2017
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.
The Accidental Salesman
MARCH 13, 2012
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 [.].
The Sales Hunter
JULY 7, 2015
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.
The Sales Hunter
JUNE 21, 2016
Blog Closing a Sale Cold-Calling Consultative Selling Professional Selling Skills Sales Motivation confidence sales call techniques sales confidence sales motivation
Understanding the Sales Force
JULY 11, 2016
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.
The Sales Hunter
JUNE 7, 2016
Blog Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting Purchasing Department listening prospecting purchasing department questions sales process sales prospecting selling techniques
The Sales Hunter
JULY 12, 2016
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.
The Sales Hunter
MAY 24, 2016
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.
Partners in Excellence
JULY 24, 2012
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.
The Sales Hunter
SEPTEMBER 15, 2015
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.
The Accidental Salesman
MARCH 11, 2012
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 techniques
Understanding the Sales Force
JULY 18, 2016
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
Understanding the Sales Force
FEBRUARY 19, 2015
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.
MTD Sales Training
JULY 14, 2015
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.
The Sales Hunter
APRIL 28, 2015
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 Sales Hunter
JUNE 14, 2016
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 […].
Understanding the Sales Force
FEBRUARY 29, 2016
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.
The Sales Hunter
APRIL 26, 2016
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?
The Sales Hunter
JULY 21, 2015
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.
The Sales Hunter
DECEMBER 29, 2015
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.
Understanding the Sales Force
AUGUST 14, 2015
sales assessment Dave Kurlan Consultative Selling sales process sales candidates inside sales inbound sales hiring test social selling objective management group
Understanding the Sales Force
SEPTEMBER 8, 2016
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.
The Sales Hunter
DECEMBER 31, 2015
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.
The Sales Hunter
OCTOBER 21, 2014
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
The Sales Hunter
SEPTEMBER 10, 2014
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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