Remove Consultative Selling Remove Examples Remove Prospecting
article thumbnail

Do Prospects Lie to Your Salespeople Like the Airlines Do?

Understanding the Sales Force

Prospects must think that salespeople are morons. These symptoms are examples of some of the hidden weaknesses that Objective Management Group identifies as reasons why salespeople don't perform as well as you need them too. They must think we are morons. Do you know who else thinks we are morons? You have to go through me.

Airlines 269
article thumbnail

Consultative Selling: 5 Strategies You Need in 2018

Hubspot Sales

What is consultative selling? Consultative selling is an approach that focuses on creating value and trust with the prospect and exploring their needs before offering a solution. Advancements in sales and marketing automation are making inside selling more effective than ever before.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Why? How Come? Can You Explain More? Could You Give Me Another Example?

The Sales Hunter

Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills Prospecting Purchasing Department Sales Training Tip closing closing a sale questions sales questioning sales tip' Typically their feedback to me is that they wish they had been asking questions like this long ago.

Examples 221
article thumbnail

Consultative Selling Using a Common Problems Approach

criteria for success

In my world of sales and sales training , I hear the term “consultative selling” thrown around quite a bit. First of all, being a consultative partner means two things. First, it's about establishing comfort and trust between the buyer and the seller, and second, it's about understanding your prospect’s problems at a deep level.

article thumbnail

Getting Beneath The Surface Of Your Prospects’ Beliefs

MTD Sales Training

My team and I have sat in on many visits with sales people, listening to great examples (and not so great!) of consultancy sessions, where the client has specific needs and the salesperson deals with. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

article thumbnail

Effective Selling Can't Occur Until Salespeople Perfect This

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan So much is written about consultative selling and the huge part it plays in the world of modern sales. However, talking about consultative selling and actually selling consultatively are two entirely different things. Here's an example.

article thumbnail

7 Consultative Selling Strategies to Close the Deal

Marc Wayshak

Consultative selling —you’ve probably heard this term a lot lately. And, no doubt, you’ve heard many sales gurus stating some form of the following: “You’ve got to start using consultative selling, now!” And how do we leverage a consultative approach in every sales conversation that we have?