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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.

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.

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.

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 – The Hardest and Easiest Way to Make Sales

Jeffrey Gitomer's Sales Blog

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.

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. However, the key word is sell.

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’.

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 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.

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.

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.

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 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.

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

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.

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.

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

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.

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 techniques

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.

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.

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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?”

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?

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.

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.

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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.

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.

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

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.

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.

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 […].