Articles Tagged ‘consultative selling’

I was recently talking with a business owner who was struggling to sell more to an existing client. He could not understand why the client would not take his calls unless he wanted to buy something. ‘I really want to try and build a relationship but how is that possible if he will not meet [...]

One of the things that amazes me about small and medium sized businesses is how they struggle with lead generation from existing clients. This should be one of the easiest sales to make. There are three main reasons for this:

Asking the right questions and keeping it simple can lead to a much bigger and smoother sale.
The question is nothing earth shattering to someone skilled in consultative selling – quite basic really, as I am sure some people will be quick to say. It’s not something I invented – I was taught it when [...]