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.
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.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
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.
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'
Highspot
DECEMBER 5, 2023
For dyed-in-the-wool, traditional sales reps, consultative selling can sometimes seem intimidating at first. This should come as no surprise, especially when you consider consultative selling takes the “normal” sales process and, for all intents and purposes, turns it on its head. What Is Consultative Selling?
Women Sales Pros
DECEMBER 27, 2018
It’s called “emotional contagion” and is defined as the “phenomenon of having one person’s emotions and related behaviors directly trigger similar emotions and behaviors in other people.” 1: Avoid salespeople that sell on price. Research shows that you will capture the mood, attitude, and beliefs of the people you hang with the most.
Highspot
NOVEMBER 1, 2022
For dyed-in-the-wool, traditional sales reps , consultative selling can sometimes seem intimidating at first. This should come as no surprise, especially when you consider consultative selling takes the “normal” sales process and turns it on its head. WHAT IS CONSULTATIVE SELLING ? First things first.
Expert insights. Personalized for you.
99 
Let's personalize your content