Richardson - The Power to sell

Defining Consultative Selling

Increased competition and a more sophisticated buying process have shifted power from the salesperson to the buyer. Now we have Consultative Selling, where customer needs, not the product, are the focal point of sale. In this article, Richardson defines Consultative Selling and introduces the three primary differentiators that mark a Consultative Salesperson. 

 

Defining Consultative Selling

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