• The Rain Maker
  • The Retail Therapist
  • Channel Smart
  • The Golden Chest
  • The Clout Principles
  • The Art (& Science) of Negotiation
  • Best Served Cold
  • Marketing 101

Foundation Expert
Consultative Selling

Consultative SellingA consultative sales process is a fundamental shift from focusing on the product to focusing on the experience that the potential customer (the lead) feels and sees during their interactions with you. The consultative sales process is most especially not about the seller. Amongst other things it is about paying attention, active listening, intuitive understanding and personalizing experience for the customer. This process also maps and accounts for the evolution and the growth of knowledge and exposure of the customer. Engaging the customer in dialogue and doing what is best often fructifies into being the best for the business in the medium to long term as well.

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