Anyone who seeks knowledge about selling has likely heard the term “Consultative Sales” or “Consultative Selling.” I don’t know what the technical definition of the word consultative is, but in essence it means to operate like a consultant. Unfortunately the term gets bantered around a lot and I fear can become a gimmick or a tactic rather than a mindset.
When pretending to be consultative, ineffective salespeople sound scripted, trite and risk being insulting to prospects and clients. To use my newly-coined term, it’s insultative.
Sales managers, if you have a salesperson who you are coaching to be more consultative in their […]Read more »