Articles under ‘Consultative Selling’

Email is an incredibly powerful business tool and it’s hard to remember how business used to function in the days before email took off. I don’t know about you, but I still get really excited each time I get an email enquiry.
How you respond to email enquiries, however, could make the difference between winning [...]

Finding new clients can be hard work, especially in the current economic environment. The best sales people know that the easiest sale to make is with existing clients. But how do you get them to spend more money with you?
In my experience you can sell more to your clients and actually enhance the relationship at [...]

There are two fundamental philosophies in selling. There’s push selling and there’s pull selling. If you hate selling and want to make it easier on yourself then you should definitely be pull selling. Push selling is where you decide what the customer wants and then you persuade them to buy it. Pull selling is where [...]

It’s been a while since the Spice Girls were in the pop charts. I was not a fan but one of their most memorable songs, for me, was called ‘Wannabe’ and it started something like this:
Yo, I’ll tell you what I want, what I really really want,
So tell me what you want, what you really [...]