“Consultative selling is an approach that focuses on creating value and building trust with a prospect. It focuses on exploring their needs before offering a solution. The salesperson’s first objective is building a relationship; their second is providing the right product.” Recent research by Gallup finds that less than half of customers believe sellers adequately …
The World Changed New technologies have enabled – and continue to enable – fundamental changes in the ways we live and work. Most of us are too busy to take time out to think through the implications in detail. What many of us do experience are new sales challenges that seem to come out of …
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