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.

Consultative Selling 99

Consultative Selling Trends Selling Skills Training 99

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.

Consultative Selling 82

Consultative Selling Examples Travel Up-Sell 82

Understanding the Sales Force

JUNE 18, 2019

That's quite the change in direction from Consultative Selling, Sales Process, Assessments, and Performance. What do Bohemian Rhapsody, Rocket Man, Miracle and Argo have in common and what do they have to do with selling?

Consultative Selling 237

Consultative Selling Relationals Sales Sales Process 237

The Sales Hunter

MARCH 21, 2013

Industry Websites – If you want to be a real thought leader and up your level of value, look on industry websites for industry-specific information that relates to their job and company. Follow your target contacts and/or company tweets on a daily basis, and you and will have insight into what is going on in their world.

Relationals 182

Relationals Prospecting Google Ideal Customer Profile 182

Understanding the Sales Force

MARCH 14, 2023

As a Nor'Easter barreled across Central Massachusetts today, a few interesting storm-related happenings were analogous to some sales-related occurrences. This article will explore two weather-related analogies:

Sales Forecasts 280

Sales Forecasts Forecasting Relationals Sales 280

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.

Consultative Selling 48

Consultative Selling Selling Skills Ideal Customer Profile Sales Methodology 48

Understanding the Sales Force

JUNE 27, 2023

Analyzing only the most recent 37,000 plus rows of 2023 data from Objective Management Group’s (OMG) assessments of salespeople globally, just 49% of all salespeople follow an effective sales process and only 10% are strong at a Consultative Selling approach. ” Most simply don’t know how to sell!

Hiring 156

Hiring Consultative Selling Coaching Report 156

The Sales Hunter

SEPTEMBER 20, 2012

One of the biggest mistakes salespeople make is underestimating the importance of being “price resistant.” ” This kind of P.R. is key if you want to see more and better sales. Here is how it works: Think “Price Resistant” whenever the customer challenges you on your price. The first time they bring it up, simply ignore it.

Relationals 166

Relationals Motivation Benefit Customer 166

The Sales Association

MARCH 1, 2011

Is Consultative Selling Relevant? by Marcia Gauger Question: Over the years, I have adopted what I consider to be a consultative approach to selling. Answer: If you’re asking if consultative selling is obsolete, the answer is no. Perhaps the definition of consultative selling needs to be visited.

Consultative Selling 47

Consultative Selling Trade Show Up-Sell Meeting 47

Partners in Excellence

FEBRUARY 14, 2022

Mack wrote Consultative Selling in the late 70’s/early 80’s. Rather than focus on what we sell, he suggested we achieve our goals more effectively to putting the focus on the customer and what they need to achieve. Related Posts: Can You Change Your Customer? Can You Change Yourself?

Customer 119

Customer Consultative Selling Report Research 119

Janek Performance Group

OCTOBER 10, 2023

For that, let’s briefly look at the shift from transactional to consultative selling. Transactional Selling In many ways, the rise of sales stereotypes can be attributed to transactional selling. Consultative Selling Consultative selling is characterized by developing trust and providing greater value.

Decision Maker 62

Decision Maker How To Consultative Selling Buyer 62

Increase Sales

SEPTEMBER 25, 2014

Consultant. Consultative sales is a relatively new term to sales. New in that it has been around for the last three decades and is associated with Consultative Selling by Mack Hanan as well as SPIN Selling by Neil Rackham. Share on Facebook.

Consultative Selling 154

Consultative Selling Construction Loyalty Negotiation 154

Understanding the Sales Force

MAY 29, 2012

I saw a number of comments about the similarity between Consultative Selling and your article, as well as people who say they’ve been pitched from consultative sellers. Almost every client I have worked with in the past five years has claimed to have already been selling consultatively. Won't happen.

Company 215

Company Consultative Selling Retail Up-Sell 215

Vengreso

JUNE 6, 2023

salesstrategies @M_3Jr Click To Tweet FAQs in Relation to Top Sales Strategies What are the 4 most common sales strategies? What are the 5 selling strategies? What are the three most commonly used sales strategies? Conclusion Want to become a top earner in sales?

Hiring 90

Hiring Strategy Referrals Sales Qualified Lead 90

Mindtickle

NOVEMBER 2, 2023

How is solution selling different from product and consultative selling? How does solution selling differ from other popular sales methodologies like product selling and consultative selling? Solution selling vs. product selling Product selling is still extremely common.

Solutions Selling 59

Solutions Selling Ideal Customer Profile Sales Methodology Consultative Selling 59

Frontline Selling

NOVEMBER 29, 2022

Are you in sales or consultative selling; in other words, are you solution selling? Related: Four Ways to Follow People on LinkedIn. Behind each skill are people, topics, education, groups, articles, and additional skills related to the subject skill. Do you have the skill set to attract those customers?

LinkedIn 52

LinkedIn Ideal Customer Profile Retail Social Media 52

Understanding the Sales Force

NOVEMBER 29, 2012

When you and your salespeople begin to develop a better understanding of what consultative selling entails and the related business conversations that go with that approach, they often have the same urge to move the meeting along. They want prices and proposals and your salespeople are too willing to oblige.

Travel 191

Travel Consultative Selling Proposal Exact 191

The Sales Hunter

JULY 12, 2013

Make them feel comfortable by talking about non-business related subjects as a way to allow the salesperson to realize you’re human. Blog Closing a Sale Cold-Calling Consultative Selling Customer Service leadership Professional Selling Skills Prospecting Sales Motivation ceo prospect sales call sales motivation sales prospecting'

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

Partners in Excellence

NOVEMBER 22, 2020

Challenger, consultative selling, value based selling is all so “yesterday.” Related Posts: Tilting The Revenue Curve Perhaps Artificial Intelligence Really Is What If Sales Enablement Is A "Rotational Assignment?" 'Tis But the challenge is, they don’t work consistently. Sometimes, what is old is new.

Fashion 109

Fashion Face-to-face Sports Consultative Selling 109

Anthony Cole Training

JANUARY 21, 2020

In the 2nd post in our "2020: The Year for Sales Growth" blog series, our Founder and CLO Tony Cole, discusses the importance of maintaining core sales values within an organization, how these values relate to organized sports, the erosion of these said core values, and the impact they have (or can have) on your attempt to grow your sales organization (..)

Sports 187

Sports Hiring Sales Relationals 187

Partners in Excellence

DECEMBER 8, 2019

But comparing performance between the two different approaches is relatively meaningless because each approach is tailored to respond to very different buying processes and contexts (and of course the article focused exclusively on selling, ignoring the customer buying process–more in another post). Likewise, the reverse is also true.

Comparison 62

Comparison Solutions Selling Relationals Consultative Selling 62

The Brooks Group

SEPTEMBER 11, 2018

And they can do that by using a consultative sales approach. What Is a Consultative Sales Approach? . Consultative selling is a needs-based selling approach that focuses on building a relationship with a prospect or customer, and identifying solutions to their challenges through open-ended questions and active listening.

Strategy 67

Strategy Face-to-face Consultative Selling Decision Maker 67

Understanding the Sales Force

NOVEMBER 29, 2012

When you and your salespeople begin to develop a better understanding of what consultative selling entails and the related business conversations that go with that approach, they often have the same urge to move the meeting along, just like I have when trying to run to my next meeting.

Travel 136

Travel Consultative Selling Proposal Exact 136

Braveheart Sales

MARCH 21, 2023

To sell consultatively, the salesperson must have a deep understanding of the challenges their prospects and clients face and their impact on the organization and them personally. Consultative selling operates in the client’s best interest like a consultant would.

Face-to-face 52

Face-to-face Coaching Consultative Selling Groups 52

Product Management University

JANUARY 27, 2019

The discovery process should focus more on uncovering how those issues and needs relate to the strategic goals of the buyer’s organization and why they’re suddenly important enough to warrant a financial commitment in solutions like yours. The approach exemplifies consultative selling.

Consultative Selling 45

Consultative Selling Buyer Motivation B2B 45

Hubspot Sales

NOVEMBER 14, 2023

Corresponding Content: 7 Sales Playbooks to Help You Score in the Final Quarter Relationship Selling: 11 Tips to Sell Better and Close More Sales Consultative Selling: 7 Ways to Win Deals With Consultative Sales 5. Before you panic, this isn't to suggest you need to become the next big social media influencer.

Hubspot 91

Hubspot Lead Rank Data Social Media 91

Zendesk Sell

JANUARY 15, 2019

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. The type of information that you want to share at this point is more industry related.

Webinar Metrics 86

Webinar Metrics Education ACT Consultative Selling 86

The Pipeline

MARCH 20, 2018

The 80 percent take this as a cue to ask questions relating to the pain, needs, and other things these buyers are immune to. This is not Consultative Selling; a true consultant will recommend what is best for the client based on what they discovered using a thorough Discovery process.

Face-to-face 205

Face-to-face Buyer Lead Rank Lead Scoring 205

Highspot

FEBRUARY 29, 2024

Consultative Selling In consultative selling , salespeople are expert advisors rather than traditional sales reps. Related Resource: Marketing and Sales Alignment Survey See Your Prospects as They Are Ensure both teams have the same view of who you’re trying to reach.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Strategy Marketing 52

Partners in Excellence

OCTOBER 19, 2020

Consultative selling, SPIN, Strategic Account/Large Account Selling, Customer Focused Selling.) Related Posts: Do We Need A Sales Process Or A Sales Methodology? Buying Process Or Selling Process Or Sales Methodology Principle Based Selling! But buying has changed profoundly.

Sales Methodology 103

Sales Methodology Face-to-face Retail Consultative Selling 103

Nutshell

AUGUST 15, 2018

Consultative selling is often regarded as one of the most effective sales strategies. A 2015 study of more than 350,000 salespeople from over 200 countries showed that the average consultative seller skill set was exhibited by only 48% of salespeople —a mere one percentage point higher than it was four years prior.

Customer 48

Customer Consultative Selling Hiring Face-to-face 48

Understanding the Sales Force

AUGUST 5, 2019

Don't believe a word of it when you hear an economy related objection or put-off. It's because the supply chain is busier and stronger than ever and as a result of all of the buying, our roadways are jammed with trucks shipping products to distributors, retailers, warehouses and fulfillment centers.

Discount 173

Discount Construction Incentives Incentive 173

Sales Hacker

JUNE 11, 2019

There’s SPIN Selling, The Challenger Sale, SNAP Selling, Conceptual Selling, Consultative Selling… The list goes on. Conceptual Selling. Consultative Selling. Customer-Centric Selling. Inbound Selling. NEAT Selling. SNAP Selling. Solution Selling.

Sales Methodology 77

Sales Methodology Inbound Lead Rank Consultative Selling 77

MTD Sales Training

NOVEMBER 13, 2017

Consultative Selling. . – Focus on service and support. – Create a sense of partnership. – Can see everything from the customer’s point of view. – Inclined to want (or need!) to be liked. – Can add value, not just talk about it. – Knows customer and their industry very well. Account Dominance.

Account 120

Account Retention Discount Consultative Selling 120

SBI

DECEMBER 2, 2019

For example, you may aim to shift your sales organization from transactional to consultative selling where every sales rep can lead value-based discussions, quantify and communicate your value in real-time. This requires a true understanding of what you want to measure and how it relates to your success. Finally, start today.

Tools 99

Tools Sales Enablement Scale Analysis 99

Janek Performance Group

DECEMBER 17, 2021

Then you can position your solution as it relates to their problem. ” Successful selling in today’s complex environment requires training with a variety of tactics. Training on virtual selling , social selling , and consultative selling are skills all sales teams can practice to improve. Create a Plan.

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Lead Scoring Decision Maker 118

Sales Hacker

MARCH 31, 2020

RELATED: Keep Your B2B Sales & Sanity Intact During the Coronavirus Outbreak. RELATED: Consultative Selling Techniques: 6 Ways to Earn Trust and Sell More. The value we derive from these events — namely face-to-face networking, leads, and engagements — is no longer possible.

Trade Show 97

Trade Show Tourism Face-to-face Top of Funnel 97