CONSULTATIVE SELLING IS A NONMANIPULATIVE process that focuses on clearly defining a client’s needs and objectives and securing agreement that they should be addressed. In traditional selling, on the ...

The high-touch, enterprise sales process needs a lesson from design thinking: Align yourself around your customer’s journey, and develop tools and training that create a more consultative experience ...

For a long time in some companies, the “sales shark” persona represented the ideal salesperson — that is, someone who can sniff out weaknesses and remain aggressive, selling the customer something ...

Consulting firms provide a specialized service for a group of clients. Examples of industries and work functions that consultants may specialize in are strategic management, human resources, ...

The pressure to make sales can result in salespeople trying to push their way to closure. This can alienate potential customers and actually hurt sales. The consultative approach takes longer, but it ...

Operating on the strength of an innovative and proven cost-mitigation strategy, one adviser recently secured an appointment with the senior vice president for HR at a Fortune 500 company. Meeting with ...