Braveheart Sales

FEBRUARY 9, 2022

Recently, I went mining for insights on consultative selling. And conversely, 64% of all salespeople lack proficiency in this competency which is critical to success in consultative selling. Instead, they are actively listening to what the prospect or customer is saying and meaning.

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Consultative Selling Hiring Call-back Groups 52

Sales Hacker

OCTOBER 25, 2023

The post GTM 65: Consultative Selling Mastery, and The Positive Snowball Effect of Building Strong Relationships with Zach Lawryk appeared first on GTMnow. And…monthly bonus podcast episodes dropping the first Thursday of every month.

Consultative Selling 91

Consultative Selling Positioning Intent Data Engineering 91

Braveheart Sales

FEBRUARY 9, 2022

Recently, I went mining for insights on consultative selling. And conversely, 64% of all salespeople lack proficiency in this competency which is critical to success in consultative selling. Instead, they are actively listening to what the prospect or customer is saying and meaning.

Consultative Selling 52

Consultative Selling Hiring Call-back Pipeline 52

Braveheart Sales

FEBRUARY 9, 2022

Recently, I went mining for insights on consultative selling. And conversely, 64% of all salespeople lack proficiency in this competency which is critical to success in consultative selling. Instead, they are actively listening to what the prospect or customer is saying and meaning.

Consultative Selling 52

Consultative Selling Hiring Call-back Pipeline 52

Hubspot Sales

DECEMBER 21, 2017

What is consultative selling? Consultative selling is an approach that focuses on creating value and trust with the prospect and exploring their needs before offering a solution. Advancements in sales and marketing automation are making inside selling more effective than ever before. Consultative selling tips.

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Consultative Selling Strategy Knowledge Base Inside Sales 124

Funnel Clarity

DECEMBER 5, 2019

The idea of consultative selling is nothing new at this point. Everybody boasts that their sales process is “ customer centric ” and “consultative”. What does that really mean?

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Consultative Selling Sales Process Customer Sales 56

Badger Maps

MAY 7, 2020

Learn the how-to's of Consultative Selling and get actionable tips to improve your customer relationships.

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Consultative Selling Customer How To 70

Funnel Clarity

DECEMBER 5, 2019

The idea of consultative selling is nothing new at this point. Everybody boasts that their sales process is “ customer centric ” and “consultative”. What does that really mean?

Consultative Selling 52

Consultative Selling Sales Process Customer Sales 52

Understanding the Sales Force

APRIL 8, 2013

James is guilty of one of the most common misunderstanding in all of sales - that consultative selling requires salespeople to act like a consultant. If the customer/client then trusts you enough to seek your advice on matters in which you are an expert, all the better.

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Consultative Selling Outsourcing Services Telecommunications Real Estate 205

Bigtincan

FEBRUARY 23, 2022

Hundreds of articles and analyst reports detail the amount of research buyers do on their own before contacting a sales rep, but most fail to mention the deep-seeded problems behind the “informed buyer” trend. Many buyers feel the need to “arm themselves” with tons of research due to the mistrust they have for sales reps […].

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Consultative Selling Customer How To Trends 59

Sales Training Connection

JUNE 20, 2012

Clearly “king of the hill” for the last 30-40 years has been Consultative Selling. Consultative Selling emphasizes the importance of moving from a product-centric to a customer-centric sale. A focus is placed on doing a superior job in building relationships and uncovering and developing customer needs.

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Consultative Selling Call-back Face-to-face Pivotal 124

Sales Hacker

JUNE 17, 2020

The notion that consultative selling is the optimal way to sell has been around since the last millennium. The concept was coined in the 1970s in the book Consultative Selling by Mack Hanan. To compete in this “new buying normal,” we need to modernize what we mean by and how we execute consultative selling.

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Consultative Selling Hiring Objections Churn 70

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. As starters, Mark Hanan established the branding this term in his brilliantly written book Consultative Selling – an early and extremely important work about selling consultatively.

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Consultative Selling Trends Selling Skills Training 99

The Brooks Group

MARCH 16, 2020

Grow Your Customer Relationships. So, you’ve embraced the concept of consultative sales training; you understand your responsibility as a trusted advisor to be attentive and to put your client first, and you’re ready to take your new mandate to the field. The Roles of Urgency and Patience in Consultative Selling.

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Consultative Selling Hiring Buyer Groups 52

SalesEngine

MARCH 27, 2017

If you’re not doing those things already, or if you want to improve what you’re doing, read on for some simple steps to make your consultative selling more effective. What is Consultative Selling? Consultative selling is a way of selling that puts the customer’s needs first. Ask, Don’t Tell.

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Consultative Selling Sales Methodology Social Media Follow-up 64

The Sales Hunter

OCTOBER 27, 2014

Call your best customer. Because your best customer will pump you up, possibly give you some more business and definitely help you build momentum for your day and week. Let’s start the week off on a high note. Check out the video to see what I mean: Copyright 2014, Mark Hunter “The […].

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Motivation Video Customer Consultative Selling 244

The Sales Hunter

OCTOBER 23, 2014

The 5 type of “customer personalities” you may face on your next sales call: 1. Decision Maker The decision maker (DM) is the person who must sign off for the deal to go through. Be careful. Many people will call themselves the decision maker, but ultimately they really submit to someone else. Influencer […].

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Decision Maker Cold Calling Customer Face-to-face 215

The Sales Hunter

NOVEMBER 13, 2014

Or, are you saying that statement simply isn’t true and customers do always look for the lowest price? Customers aren’t looking to buy the lowest price; it’s just that they do because the salesperson makes it so […]. Blog Consultative Selling Customer Service pricing low price price value value added'

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Customer Consultative Selling Customer Service 226

The Sales Hunter

APRIL 16, 2013

We show up at a sales call with pretty pictures, a list of facts and other stuff the customer couldn’t care less about. Customers care about their needs and what they want. Your entire time with the customer must be focused on understanding their needs. Customers are far smarter than most salespeople realize.

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Customer Consultative Selling Customer Service Benefit 247

Partners in Excellence

FEBRUARY 14, 2022

What sellers do is drive customers to change. But why should we expect them to change, particularly when sellers have failed, so miserably, to change the things we do in creating value with our customers? Mack wrote Consultative Selling in the late 70’s/early 80’s. Related Posts: Can You Change Your Customer?

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Customer Consultative Selling Report Research 121

The Sales Hunter

JULY 26, 2014

We start to get the sense early in the sales call that this person is not going to be a good customer or even going to buy at all. Blog Consultative Selling Customer Service leadership Professional Selling Skills Sales Motivation integrity respect sales motivation video sales tip'

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Video Customer Consultative Selling Selling Skills 226

The Sales Hunter

DECEMBER 12, 2014

Your customers are willing to pay more IF — and it’s a big IF — you have the right customers. Blog Closing a Sale Consultative Selling pricing Professional Selling Skills price' Too many times […].

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Consultative Selling Customer Discount Selling Skills 226

The Sales Hunter

APRIL 15, 2014

You’ll shock your customers, especially those who are used to dealing with a lot of salespeople. Oh, when I say “naked,” what I mean is going into a customer call with zero sales materials. You’ll be surprised at what you can make happen when you’re naked. Excuse me, […].

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Customer Consultative Selling Selling Skills Customer Service 239

The Sales Hunter

JULY 2, 2013

You know you aren’t making any money off the customer who became your customer when you were desperate during a slow period. If you do continue to do business with the low-price customer, the only thing you’re doing is continuing a bad thing. There are two ways to deal with the cheap customer you want to fire.

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Customer Discount Consultative Selling Selling Skills 255

The Sales Hunter

AUGUST 8, 2013

Recently, I posed the question, “ Is your customer lying to you because you’re lying ?” ” I want to explore further about whether customers are intentionally lying. In other words, if you are a shady salesperson, you are likely attracting shady customers and vice-verse. This is a good thing!).

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Intent Customer Customer Service Consultative Selling 243

Partners in Excellence

JULY 24, 2012

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). We see great examples of consultative selling every day. However, there are great examples we see every day.

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Consultative Selling Examples Travel Up-Sell 82

BuzzBoard

FEBRUARY 26, 2024

Data concierge service or BuzzBoard’s champion customer success team that makes every customer its focus? The short answer is: all of these and more that add to our customer-winning strengths! a media consultant by profession rates BuzzBoard a 10!!! Everything is there for you.

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Ideal Customer Profile Demand Generation Agencies Top of Funnel Customer 52

The Sales Hunter

SEPTEMBER 3, 2013

Your customer doesn’t care about your price as much as you think. Customers don’t care as much as salespeople think they do because we, salespeople, tend to have far too many voices in our head telling us our price is too high. Customers aren’t looking at price as much as you think.

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Customer Discount Comparison Benefit 238

The Sales Hunter

OCTOBER 12, 2013

Every sales call is an opportunity to learn insights from one customer — that you can then apply with other customers. I’m talking about broader business insights that equip you to better serve other customers. I’m not talking about proprietary information. ” Sales Motivation Blog. .

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Video Customer Consultative Selling Selling Skills 196

The Sales Hunter

APRIL 25, 2013

Are you willing to walk away from a customer who is persistently asking for a price discount? I cannot emphasize this enough: The customer who beats you up on price will beat you up on everything else. Plus, if you start discounting with one customer, you’re more likely to do with the next. I hope so!

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Discount Customer Margin Consultative Selling 272

The Sales Hunter

APRIL 30, 2013

Each contact you make is designed to help you move from thanking the customer for their business to securing more business. Two days after the customer makes their purchase, reach out to them with a phone call thanking them for buying and making sure they received what they wanted with regard to the benefits they were looking to fill.

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Customer Cold Calling Customer Service Consultative Selling 269

The Sales Hunter

OCTOBER 19, 2013

Some customers are a tremendous drain on your resources. I know what you’re thinking — that the whole idea of “firing” a customer seems very counter-productive. Truth is, though, that some customers cost you more money than they are worth. And you need to fire them. ” Sales Motivation Blog. .

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Video Customer Consultative Selling Motivation 208

The Sales Hunter

MAY 31, 2013

.” But if you really want to succeed in sales, you better focus instead on your customer’s outcomes. When you do this, you will be able to close faster and at better profit margins. Check out the below video to see what I mean about outcomes rather than benefits: Copyright 2013, Mark Hunter “The Sales Hunter.”

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Benefit Video Customer Margin 187

The Sales Hunter

MAY 25, 2013

Do you struggle keeping your prospect or customer engaged after the sales call? There are specific techniques to keep the customer engaged in a way that will increase your likelihood of making a sale. Blog Consultative Selling Professional Selling Skills Prospecting customer prospect sales call sales prospecting'

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Video Customer Consultative Selling Selling Skills 205

Outside Sales Talk

APRIL 13, 2022

In this episode, Melinda talks about the essence of understanding your customers and tailoring your solutions to their needs to create win-win solutions. . . Here are the topics covered in this episode: How salespeople should protect their relationship with customers . Start Selling More Today with. More From the Guest.

Outside Sales 52

Outside Sales Consultative Selling Social Media Small Business 52

The Sales Hunter

JUNE 11, 2013

This is why customers simply won’t pay more for anything they view as a commodity or — in sales terms — ”a feature.” ” If that is the case, then why do so many salespeople spend their time doing nothing but selling product features to customers? This is why asking questions is so important.

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Benefit Customer Comparison Consultative Selling 246

The Sales Hunter

APRIL 10, 2015

How much do you know about your customer? Let’s go a step further and ask, “How much do you know about your customer’s customer?” Most salespeople are quick to say they know a lot but when challenged they really know very little. ” This is where the information gets really sketchy.

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Customer Consultative Selling Customer Service Selling Skills 100