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Tag Archives: Consultative Selling

The 5-Step Consultative Sales Process That Has Stood The Test Of Time – Video Blog

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The art of selling has changed dramatically over the last 30 years, and the way that sales people and business owners now prospect and sell to the customers has moved on significantly from the one-way sales monologue and cold calling techniques that used to reign. Over the last several decades, the sales industry has become [...]

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And The Moral of the Story Is…

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In tribute to the many sales managers, trainers, directors and coaches who are always in need of more creative, effective and memorable ways to relay sales training concepts, I am starting a new series called, “And the Moral of the Story is…” Start your weekend by looking here every Friday morning at 10:00 am for [...]

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4 Things Clients Want From You Every Time

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The days are long gone since you could pitch up at a client’s office, tell him about your products and services, do a little negotiating and close the deal. Today, the emphasis is on building relationships, long-term and mutual. To do this, the salesperson needs to earn the right to continue the discussions, build integrity, [...]

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3 Steps To Converting To Consultative Selling

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Many salespeople have heard the reasoning behind why they should be concentrating on consultative selling, and may have even tried to achieve that end goal. But many more have wondered how they actually start on the road to consultative selling, so here are some ideas to get the ball rolling and the confidence flowing: Firstly, [...]

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