CONSULTATIVE SELLING IS A NONMANIPULATIVE process that focuses on clearly defining a client’s needs and objectives and securing agreement that they should be addressed. In traditional selling, on the ...

The high-touch, enterprise sales process needs a lesson from design thinking: Align yourself around your customer’s journey, and develop tools and training that create a more consultative experience ...

In an era where customers have access to a wealth of information and choices, traditional sales methods are often ineffective. Instead, businesses must shift toward consultative selling, an approach ...

For a long time in some companies, the “sales shark” persona represented the ideal salesperson — that is, someone who can sniff out weaknesses and remain aggressive, selling the customer something ...

The number one thing I hear from C-Suite leaders about their Sales organization: they want their sales team to be better at selling solutions, and to from a transactional approach to a consultative ...

Everyone knows many of the components of the traditional sales model. You're typically asked to quote on either a single item, a group of related components, or perhaps even everything needed by a ...

Value-based selling is a sales strategy where the focus is on understanding and reinforcing the various benefits that your product or service can provide to the customer. Unlike price-focused selling, ...