Consultative Selling - Coaching Series

The world of selling is under siege. Transactional sales are moving to extranets; companies are dramatically reducing the number of suppliers and moving toward strategic partnerships providing higher value-add; buyers are better educated using powerful on-line search tools; product quality is dramatically improved with shortened life cycles, making true product differentiation harder to accomplish. What's a sales rep to do?

The only possible answer to these challenges can only come from changing selling behaviour from pitching to consulting. Prospects are demanding that sales reps who get their business exhibit a sincere interest in understanding their specific situation and environment, actively listen and respond, provide value unrelated to the immediate sales opportunity. In short, more attuned to a consultative advisor, with motivation driven by successfully solving their client's issues.