Why Consultative Selling Does Not Work for Prospecting

Sales and Marketing Management

He said he was trying to be consultative, to elicit details and to drill down on prospect objections. He told me that he believes in a consultative approach to prospecting and selling yet he was struggling to schedule even one appointment. Get the appointment first, then consult.

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 also says that consultative sellers ask, "What is your pain?", Dave Kurlan Consultative Selling sales methodology Tom Searcy

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.

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: 5 Strategies You Need in 2018

Hubspot Sales

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. The answer is a consultative approach. Consultative selling tips.

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.

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.

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.

Full-Funnel Marketing: Is it Advertising or Marketing? The Challenge of Creating Awareness in a Noisy World.

The Sales Hunter

Is it advertising that’s needed to create customers or is it marketing? Matt Heinz and his team at Heinz Marketing have put together a great book on the subject, and you can get an electronic copy of Full Funnel Marketing for free!

It’s Time to Throw Away the Marketing Materials

The Sales Hunter

How effective are the marketing materials you receive? If you’re like the typical salesperson, you get more marketing information than you could ever begin to use. Customers don’t want marketing materials. It’s time to throw away the marketing materials.

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

Improper Use of BANT Will Cause You to Kill Opportunities

Understanding the Sales Force

The article focuses on the middle of the funnel and the handoff between marketing and sales. In doing so, they discuss MQL's (Marketing Qualified Leads) and SQL's (Sales Qualified Leads). Dave Kurlan Consultative Selling sales process solution selling salesforce.com BANT

Close More Sales by Fixing Your Attitude

The Sales Hunter

I asked the person why he felt that was the case and the response was immediate, “Marketing provides all us with crappy leads. On the other end of the phone was another salesperson complaining to me about how they can’t seem to close more sales.

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

Understanding the Sales Force

Dave Kurlan Consultative Selling sales process selling value

10 Best Sales Questions to Use When Talking with a Customer

The Sales Hunter

The questions have to fit your personality and your market and allow you to move the process forward. One of the best things any salesperson can do is develop a list of 10 questions they feel comfortable asking.

Preparing for Dreamforce and the Stupid Emails I’ve Been Getting

The Sales Hunter

Blog Consultative Selling Professional Selling Skills dreamforce email marketing salesforce Sunday I leave for San Francisco and Dreamforce. More than 130,000 people will descend on downtown SF this coming week. Let that number sink into your mind — 130,000 people for one event. It’s not big. It’s overwhelming! Check out this link if you’re interested in drinking from a firehose). An event of this […].

Why Inbound and Inside Sales Experts Think Sales Process is Dead Too

Understanding the Sales Force

Sales Process isn't even the only thing that inbound marketers say is dead. They'll have you believing that salespeople are no longer needed, selling is dead, and a consultative approach is dead too. They support and enhance selling. Tools don't replace selling.

Throw Your Sales Materials Away…NOW!

The Sales Hunter

For some reason, he was hung up on the idea he needed cute pictures and “marketing speak” content to wow his customer. Your objective is to know what you sell and know it so well that you don’t need anything other than the questions you want to ask.

Sell Like There’s No Tomorrow (There Might Not Be, Right?!)

The Sales Hunter

Since today is the last day according to the Mayan calendar, we might as well go out and sell like there is no tomorrow. And since you’ll be selling like there’s no tomorrow, here are a few tips to help you make the most of it: Don’t worry about what you tell a customer. Finally, it’s time to let Marketing really understand how smart you are. ” Remember, it was your exemplary selling skills that saved the company on more than one occasion.

Why Selling Product Features Doesn’t Work

The Sales Hunter

We’ve all been told that selling product features is not the way to sell, but even knowing that, it seems it still is what happens, not only by salespeople, but also by marketing. Are you selling features and trying to disguise them as benefits?

Do You Sell Using a “Push” or “Pull” Strategy?

The Sales Hunter

The “push” and “pull” concept has been key to marketing for years. Blog Closing a Sale Cold-Calling Consultative Selling Professional Selling Skills benefits needs outcomes sales strategy

Major Accounts vs. Sales Prospecting: Where to Spend Your Time?

The Sales Hunter

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. This argument has been going on for years.

WARNING! Do You Suffer from Sales Prevention Syndrome?

The Sales Hunter

Every time you meet with your boss, you say something like, “If only we had _, then I would be able to sell a lot more.” Are you quick to tell Marketing you lose too many sales because the sales materials aren’t any good?

Strategic Salesperson vs. Tactical Salesperson

The Sales Hunter

And it can be the difference between selling at a low margin short-term and selling at a high-margin long-term. A tactical salesperson is focused on the features of what it is they sell. Are the markets you service growing and, if so, are you growing with them?

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What You Must Do to Make Your Price Increase Stick

The Sales Hunter

Again, this issue of confidence strikes both large and small companies, whether they have high market share or low market share. You’re all set to increase your price and then you get cold-feet. It happens all the time and not just with small companies, but with corporate giants.

Salesforce Interview: How to Make Top Salespeople Great Managers

Keith Rosen

To build a bench of next-gen successful leaders, start developing your salespeople into Consultative Sales Coaches. As technology advances, so does the need for transformational salespeople who coach customers to succeed, rather than “sell” them.

Internet Killed The Telesales Star?

MTD Sales Training

Has the internet and social media killed off the more traditional ways of selling? In order to understand how has this come about we need to look at the way selling has evolved over the last 30 years. The Evolution of Selling . Happy Selling.

4 principles of the consultative sales approach

Base CRM

The consultative sales approach reflects the truth of this statement. Consultative selling helps to avoid this problem. Consultative sales is a method of sales where your salespeople act more like advisers than salespeople and recommend solutions to potential customers based on their needs and problems. Of course, the consultative sales approach is not always appropriate. Specific page visits and time visited (ask your marketing department for this information).

VIDEO: The Most Important Part of a Sales Presentation

The Sales Hunter

It’s not the marketing materials or the PowerPoint presentation or the product samples. Do you know what is the most important part of a sales presentation? The most important part of the sales presentation is YOU!

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So Many People Deny They’re in Sales. Why?!

The Sales Hunter

They say how what they do is not sales, yet when they tell me what they do, it’s obvious they are indeed selling! We’re selling each time we communicate with another person, whether it be in person, on the phone or on the internet. In both cases, you’re selling.

Sales Tips: Can You Make It Through the “Dip?”

Customer Centric Selling

By Frank Visgatis, President & Chief Operating Officer of CustomerCentric Selling®. Sales Tips: Can You Make It Through the “Dip?”.

Apple iPad vs. Microsoft Surface… But I’m #3! Can I Still Win?

The Sales Hunter

Quit trying to worry about whether your marketing plan is getting drowned by the big boys. Advertising and marketing buzz creates awareness and serves to open up new markets.

Forrester: The Accelerating Death of the B2B Sales Rep

The ROI Guy

According to the research, here's two important investments you can make today: 1) Interactive and Prescriptive Content Marketing – As buyers prefer to do on-line research on their own, investing more in digital content marketing is tops on Forrester’s advice list.

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Email Prospecting: Automate Your Info Gathering to Be Relevant and Relatable to Prospects

The Sales Hunter

For the past 20+ years, Beth has honed her email marketing skills, not only out of sheer necessity, but also because she is passionate about connecting with people and helping them succeed. I’ve heard sales people say, “I don’t have the time to research a prospect.”

Relationship Selling? Is There Such a Thing?

The Sales Hunter

I recently exchanged comments with a person who claimed they don’t do “relationship selling.” ” In fact, they claimed they don’t sell at all. My response to the person was that what he was doing was selling by building a relationship with the other person.

Are You a Big Sales Thinker?

The Sales Hunter

I still run into salespeople and business leaders who continue to believe their market is a very tight geographical area or a very targeted list of customers. I become more adept at opening up new markets for my business. Do you think big?

Is Selling Pain or Risk a Good Sales Strategy?

The Sales Hunter

Recently I was asked by a salesperson if selling a service to help someone avoid a $10,000 fine is a good strategy. This is the issue — if the customer doesn’t feel there is a pain or risk, then you can’t sell against it. Would you pay $100 to avoid pain?

4 Things Salespeople Can Learn From Marketing

Jeff Davis

I’ve always said that marketers can learn a lot from salespeople and the same is true in reverse. Marketers have the discipline of thinking strategically about the business and taking the actions needed to respond. But there is always time to step back and think like a marketer.

Is There Value in Having a Sales Process?

The Sales Hunter

With 14 years of sales consulting experience, I can clearly state it is impossible for a company to be high-performing, regardless of their size, without having a sales process in place that each member of the sales team follows. There was a time when many industries were operating at near maximum capacity and the ability to execute a marketing campaign was all that was necessary to ensure sell through of production. This is a question I get asked a lot.

Which Comes First? A Cheap Customer or a Cheap Salesperson?

The Sales Hunter

That being the case, the salesperson focuses their prospecting efforts only on the market that reflects their own attitude of cheapness. Salespeople naturally are most comfortable selling to people and companies they can relate to. Now this does not mean a salesperson can’t become comfortable and good at selling to a market to which they feel they can’t relate. Think about this for a moment.