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 ...

Let’s face it: No one likes the word “sales.” The word brings to mind used car salesmen or Bud Fox cold-calling down the white pages in the movie “Wall Street.” We’re way beyond that … we’re holistic ...

It seems after four decades of talk about the “consultative” or “solution” sales approach, companies would be adept at selling this way by now. Unfortunately, that’s not the case: Many sales ...

Value-based selling is a sales strategy where the focus is on understanding and reinforcing the various benefits that your product or service can provide to the customer. Unlike price-focused selling, ...