CONSULTATIVE SELLING: WHAT’S WRONG WITH BEING “RIGHT”?
Sports historians may remember when the “right way” to do the high jump was to leap vertically over the bar with a “scissors” leg movement. ... Read More
Thinking About Trust- Part 1: Credibility
Much has been written about creating trust in a business relationship, including landmark research by William and Velma Lashbrook, then at Wilson Learning Corporation. Their... Read More
Problem Solving- Part 3: The Care and Feeding of Ideas
Our September 4th blog, “Setting Ideas Free,” described three ground rules for maximizing the number and variety of ideas generated in a group problem-solving meeting.... Read More
Client Suggestions: “Best of Times, Worst of Times”
Consider this paradox: whenever the client makes a suggestion within the consultative salesperson’s area of expertise, the dialog that follows usually takes one of two... Read More
Questioning Skills- Part 2: It’s Time For The Facts and Figures
Last week’s blog discussed “needs-clarification questions;” they probe a client’s situation and needs in an intentionally vague, open-ended and non-directive manner. Examples: “What are this... Read More
“All About Listening: The Consultative Selling Dilemma” (Part 1)
Our three most recent blogs were about managing client dialogs when the consultative salesperson is in “transmit mode.” This week, we’ll reverse roles and examine... Read More
Selling Benefits Rather Than Features….Good, But Not Good Enough
Not all that long ago, most salespersons built their presentations around the features of their product or service— the positive attributes and characteristics that comprise... Read More