Understanding the Sales Force
APRIL 7, 2014
Customer Service, where the focus may be upselling and/or cross-selling, has been around for ages. So where does consultative selling fit into that approach? Are inside sales and consultative selling mutually exclusive? This form of inside sales has been around since the telephone.
Sales Training Connection
DECEMBER 12, 2014
In this case, the weeds involve drawing the distinction between the term consultative selling and the concept of selling consultatively. As starters, Mark Hanan established the branding this term in his brilliantly written book Consultative Selling – an early and extremely important work about selling consultatively.
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Richardson
AUGUST 13, 2019
Customer service professionals have unique access to clients. Information learned on a service call reveals customer details that are more personal than any survey or study. For this reason, service professionals and customer success teams have become one of the most critical roles in the selling organization.
The Brooks Group
MAY 24, 2017
Even—or especially—in tough economic times, investing in your organization’s customer service function is critical for your overall business and profitability strategy. Savvy distributors are providing their service department with consultative selling skills training so they are able to: 1. Conclusion.
Partners in Excellence
JULY 24, 2012
Most of the principles we look at in high performance selling are simply the disciplined and systematic application of common sense and the Golden Rule (I mean the “Do unto others… ” one). We see great examples of consultative selling every day. However, there are great examples we see every day.
The Brooks Group
JULY 23, 2018
That’s why it’s key that your salespeople use a customer-focused, consultative selling process with every prospect and customer they interact with. But your customer-centric strategy should go beyond the sales team. Align Your Sales, Marketing, and Customer Service Teams with IMPACT. vs. 36.3%).
The Sales Hunter
AUGUST 23, 2014
Blog Cold-Calling Consultative Selling Customer Service leadership sales leader sales leadership social media video sales tip' And they aren’t just researching companies. They are researching salespeople. Your social media reputation matters. I wish you could do […].
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