A sales department is the engine of your business. As a sum of interlocking and connected parts, if something goes amiss it stops operating at
You’ve nailed your opening call, delivered a superb value proposition and you’ve piqued your client’s curiosity. But there’s only a small window of opportunity to
Buying behaviour has gone through radical changes since the arrival of the internet and the growing eCommerce industry. If you want to connect with your
Asking tough questions is consultative selling 101. But just how important are they? And is there a way to overcome a reluctance to ask them?
If you’re looking to start selling consultatively, you’ll need to master the art of Socratic questioning. If you’re stumped on what questions to ask clients
While the foundation of consultative selling is to enhance client profits, it’s near impossible to do that if the customer doesn’t trust you first. And
Despite all the pros of the consultative selling strategy, sales professionals around the world have, on average, only 50 per cent of the skills to
Wondering why consultative selling is so effective? It comes down to science. Psychology actually. But why is understanding how the human brain works so important
Is it time for value based selling to bow its head to consultative? For the third round of our sales strategy showdown we’re examining the
In 2011, a new piece of sales research took the sales industry by storm: The Challenger Sale. With it came a new sales method touted
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