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Consultative Selling: Listening Closely with Interest

Iannarino

If you want to improve your ability to practice consultative selling, you need to listen closely and with interest. If you ask a non-salesperson whether salespeople tend to be better at speaking or listening, most will answer they are more adept at speaking. They may also suggest that salespeople are not good listeners.

Consult 280
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A Serious Misunderstanding of the Word Consultative

Iannarino

The Gist: Too many salespeople still believe that consultative selling means asking the client about their pain. Approaches that don’t provide advice and recommendations aren’t valuable enough to call consultative. He continued, “There is an incongruence in what people think consultative selling is.

Consult 318
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The 5 Challenges of Consultative Selling Training

Iannarino

Ask a salesperson if they are consultative, and you will find most answer in the affirmative. After nodding in agreement, ask that salesperson what makes them consultative, and you will hear many ideas, none close to correct. Some of my favorites include:

Consult 264
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Listen….Still Listen

Sales Pop!

From my amazing days at Xerox, Capgemini, Sandler and now in sales consulting, I’m thankful to have gained a large selling flock – people whose experiences have taught them and changed them, their lessons learned enhancing both their professional and personal effectiveness. Not even close. What was the most cited gem of wisdom?

Technique 234
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5 Ways You Can Leverage Sales Leadership to Close the Sales Gap

STAR Results

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? 5 Things Sales Managers Can do to Close the Sales Gap. Sales coaching is a pivotal factor in closing the sales gap. With fewer months to achieve your objectives, flawless execution becomes much more critical to close the sales gap.

Closing 247
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The Consulting Sales Process – A Blueprint

The 5% Institute

In this article, we’ll detail the consulting sales process that works perfectly for Sales Professionals and Business Owners in service based and consulting industries. Read on to learn our consulting sales process, and how you can implement it into your sales strategy. The Benefits Of Using The Consulting Sales Process.

Consult 140
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The Eight Sales Stages Of Consultative Selling

The 5% Institute

In this article, we’ll detail the eight sales stages that work perfectly for Sales Professionals and Business Owners in service based and consultative industries. Read on to learn our eight sales stages for consultative selling, and how you can implement it into your sales strategy. The Eight Sales Stages Of Consultative Selling.

Consult 141