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Sales Training Tip #254: What is Consultative Selling?

Consultative selling is capitalizing on opportunities not seen by others.

I’ve come to this definition regarding consultative selling based solely on how this term is being used by people who don’t have a clue. Think about this for a moment: if consultative selling is not about creating opportunities that others don’t see, then why should we even have the term? The role of anyone in sales is to help customers succeed. To do this, it takes salespeople who are willing to ask questions and go beyond what many people would say is the obvious to find the real opportunity. Because the global economy is going through difficult times, it places even more need on salespeople to find opportunities. Do you help your customers create new opportunities that allow them to succeed?

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