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 ...

The high-touch, enterprise sales process needs a lesson from design thinking: Align yourself around your customer’s journey, and develop tools and training that create a more consultative experience ...

Operating on the strength of an innovative and proven cost-mitigation strategy, one adviser recently secured an appointment with the senior vice president for HR at a Fortune 500 company. Meeting with ...

For a long time in some companies, the “sales shark” persona represented the ideal salesperson — that is, someone who can sniff out weaknesses and remain aggressive, selling the customer something ...

Smart companies – and salespeople – recognize the value of incorporating customer service and customer experience into their sales process. Selling with service is about the service the customer ...