DM Training Blog
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I talk to thousands of sales managers and their teams every year who bring up consultative selling, usually in this context: “Our sale is a little unusual. We do consultative selling.” I nod knowingly even though I want to challenge them by asking: “Really? You do consultative selling? As opposed to what, non-consultative selling? What would that be? What sales team believes they are doing non-consultative selling?” I say this jokingly because consultative selling is the only way to sell. The problem is that very few people really agree on what it is or what they need to do to incorporate consultative selling into their approach and sales process.