Consultative selling often involves negotiating and one of the common skills that both consultative selling and negotiating require is ensuring that you’re providing a level of self-confidence to the person you’re speaking with. This may sound a little counter-intuitive, but your ability to allow the other person to feel confident in their position will allow you to more quickly reach a successful outcome. To help them feel more self-assured, use their first name when you speak to them. Additionally, compliment them on their comments and use their remarks to shape your responses.
For speaking inquiries, contact Charlotte Raybourn, firstname.lastname@example.org, (913) 890-3246