It's that natural curiosity that opens the world of consultative selling to you ... Credibility answers the question – why would I (the prospect) want to do business with you?

they launch into a list of questions.” Too often, sales teams trying to “do” consultative selling don’t move beyond the rudimentary application of solution-sales principles: “Get the ...

For decades, sales pundits have been advising companies to practice a “consultative” style of selling. It was bad advice then and it’s bad advice now. The idea behind consultative selling is ...