We review the definition and key steps in a consultative selling approach. As part of this in person or virtual coaching module, participants complete a Client Buying Dossier as a tool to interrogate the needs of the prospect in order to offer up the precise solutions required by the buyer.… Read More
In any consultative selling relationship, the more you know the more you sell. We teach a plethora of tools to help sellers understand marketplace and client dynamics that will help them present the most tailored solution to a client’s needs.… Read More
As we sell ideas and solutions to clients, we must be acutely aware of what drives their buying decisions. In addition to identifying the motivations and barriers to buy, participants also complete a Client Buying Dossier to deepen their ability to connect their solutions to the buyer’s precise needs.… Read More
