Written by Sean McPheat |
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 focused on the consultative selling approach – and this is still as important today as it has been over the last 30 years. Your buyers still need you to provide that consultation of their wants and needs when you go into a sales meeting with them, so we as sales people must understand how vital the consultative selling process is to our continued success with our clients and customers. Watch the short video below to find out more about the 5 step consultative sales process that has stood the test of time.
Originally published: 12 June, 2013
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