The Consultative Sale
To be effective at consultative selling, one must resist the urge to talk about themselves and what products they offer or how they beat their competition. While this sounds easy, many sales professionals are like order takers in that they do a great job when someone tells them what they want, but have a very difficult time offering them long term solutions to their problems. Most sales professionals have an idea of exactly what they are going to sell before they ever meet th
