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Scott Wintrip's Blog Posts Tagged 'The Consultative Conundrum' (1)

The Consultative Conundrum

Ask most salespeople and they’ll tell you they engage in consultative selling. When asked how they accomplish this or ways in which they measure the effectiveness of their consultative approach, you’ll often get a convoluted answer at best. The reality is consultative selling has become another of the buzz words that people apply to a sales process that is anything but fully consultative.

To test if you are being a consultant versus just selling, try the following:

1.… Continue

Added by Scott Wintrip on August 15, 2011 at 8:22am — 1 Comment

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