Articles under ‘Consultative Selling’

Imagine you went into a shop and spent a lot of money buying something you later discovered was an expensive mistake. How would you feel about the sales person who sold it to you? What if the sales person just gave you what you asked for without checking?
I was having this conversation with a client [...]

There are many things in the world of sales that are not only simple and easy to do but also enable you to be much more effective with your selling time. One of these things is how we respond to email enquiries.
The other day I got an email asking for the price of one of [...]

Sales process is a term used to describe the steps required to win a sale. Many businesses talk freely about sales process without actually having a clearly defined process that can be measured.
If I was to ask you how to make a perfect cup of tea you might start giving me a list of steps [...]

Increasing sales with existing clients may seem difficult in the current economic climate. Here are 5 soft selling tips for increasing sales without being pushy.
1. Be Proactive
Soft selling does not mean no selling! In boom times it may have been possible to just work on the relationships and trust that your clients would come to [...]