Believe it or not, you can practice consultative selling on the phone. A lot of people like to argue with me that consultative selling is not something you can do through this venue. However, I want to debunk this by reasoning that the only two requirements are great questions and a personality. When you can engage the customer with great questions and, at the same time, allow your personality to come through, you’ll be amazed at what you can learn over the phone. Consultative selling is not restricted to just face-to-face sales calls.

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