Articles under ‘Consultative Selling’

Questioning skills are an important tool in any sales process and especially with a consultative selling approach. In this advanced questioning skills video mini-course I created through my sales coaching and business development consultancy company I explain the uses of open and closed questions in terms of closing a sale. It is just under 13 minutes long.

Consultative selling is essential for anyone selling business services or solutions. But how do you do it properly? In this consultative selling video mini-course I created through my sales coaching and business development coaching company I explain the basics of consultative selling and a model for approaching the sales meeting. Even if you have some experience in consultative selling, it should provide you with a different perspective. It is just under 14 minutes long.

A lot of people think they are engaging in consultative selling but really all they are doing is trying to second guess what their prospect is thinking. In this article I share with you a game that you can play to make your sales meetings more fun and increase your sales too!

After you have read a few sales books and have attended a sales training or two you think you know the score. Get a USP, focus on the benefits of your product and service and remember that people don’t like to be sold to but they do like to buy. Just because everyone is saying it does not make it true. In this recording, Grant Leboff explains why traditional sales thinking can hold back your success and how to think about sales interactions in a way that will increase your sales results.

Grant Leboff is author of the book ‘Sales Therapy: Effective Selling for the Small Business Owner’ and Grant will expose some of the many myths of selling and in doing so will help boost your confidence in your abilities to sell. In addition to being an ‘in demand’ speaker, Grant runs a successful tele-marketing business and adopts a soft sell approach.