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 ...

Operating on the strength of an innovative and proven cost-mitigation strategy, one adviser recently secured an appointment with the senior vice president for HR at a Fortune 500 company. Meeting with ...

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 ...

In consultative selling, the rep is supposed to be a "trusted advisor" facilitating a customer buying decision. If that's so, shouldn't we scrap the entire idea of sales quotas? Seeley believes there ...

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 ...