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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.

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