Silence from a buyer puts undo pressure on salespeople. Getting the buyer to talk is critical. Getting them to share relevant information is even more important. Like a journalist, your job is to get ...

CONSULTATIVE SELLING IS A NONMANIPULATIVE process that focuses on clearly defining a client’s needs and objectives and securing agreement that they should be addressed. In traditional selling, on the ...

The pressure to make sales can result in salespeople trying to push their way to closure. This can alienate potential customers and actually hurt sales. The consultative approach takes longer, but it ...

For a long time in some companies, the “sales shark” persona represented the ideal salesperson — that is, someone who can sniff out weaknesses and remain aggressive, selling the customer something ...

My entire career was spent in branding and marketing culminating in the creation of a billion-dollar agency. However, earlier in my career, my second mentor thought I was so bad at consultative ...