Consultative Selling Framework, Online Training: As Seen in Training Media Review

In the last few decades there has been a sea change in the way businesses sell. Organizations who sold increasingly complex products and services realized that what worked when selling encyclopedias door-todoor backfired when selling professional services, hightech products, or financial tools.

Consequently, a body of research and practice has emerged around what is now variously called complex, strategic, relationship, or consultative selling. This school of thought emphasizes listening over talking, client need versus product features, and lifetime value of the customer versus the one-time sale. The only downside is that this style of selling is more difficult than traditional selling. It requires a disciplined process, the ability to ask the right questions, and a capacity to listen--all of which require training.

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