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6.0 References: Microfinance in Africa - Experience and Lessons from Selected African Countries
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Consultative Selling
Consultative selling is a highly evolved and extraordinarily successful approach to selling. In consultative selling, the entire sales process is oriented toward the salesperson, or “consultant”, understanding the nature of and assisting his customer or client in the solving of the client's product-related problems.

Does A Hard Sell Work?
As many of you know I have a strong bias towards a consultative approach to selling. I share the values and competencies required for successful consultative selling, and despise those of the “hard sell”. I’ve also assumed that the consultative approach gets better results, that people resist a hard sell, and that a hard sell is not at all effective with large ticket sales. But I recently came across a sales organization that questioned these assumptions.
Bill Gates House
There are certain perks that come along with being a multi-billionaire, and no one would know that better than Bill Gates. Worth an estimated $53 billion, there is little that this entrepreneur and Microsoft co-founder could not afford. But, more than any of his other purchases, it is something that was seven years in the making that continues to peak the public’s curiosity. Situated on a 5.15 acre lot overlooking Lake Washington in Medina, Washington, Bill Gates’ house is 50,000 square feet of high-tech innovation and design.

KfW Entwicklungsbank, Development Arm of German Bank, Lends $14.7m to Moroccan Microfinance Institution (MFI) Fondation pour le Développement Local et le Partenariat (FONDEP)
The Microfinance Capital Markets Newsletter of the Consultative Group to Assist the Poor (CGAP) reported that KfW Entwicklungsbank, the emerging-economy financing arm of a German banking group, issued a loan of EUR 10 million (USD 14.7 million) to the Fondation pour le Développement Local et le Partenariat (FONDEP), a Morocco-based non-governmental organization (NGO). The loan accompanies a convention of partnership signed by both parties that aims to establish a basis for future collaborations. The loan is refundable over eight years with a grace period of two years.
Even George Washington Almost Got Canned Once
Did you know that in 1777, there was an effort to force George Washington to retire from the military service? I didn't -- until I took a look at Mark McNeilly's George Washington and the Art of Business: Leadership Principles of America's First Commander-in-Chief.

Be on time
This article shares the sentiments of former president George Washington concerning punctuality. Additionally, there are some interesting facts concerning time and the workplace. The article includes a team exercise that may be facilitated in a small group staff meeting.
Stepping Beyond Consultative Sales
Collaborative or consultative selling. What’s the difference? Aren’t they interchangeable terms? Not really. Collaboration is a step beyond traditional consultative selling. And an opportunity to sell more WITH your buyers.
Excel in Customer Service. Do you Want to Keep or MAKE History?
Recently I had the opportunity to stay a few days in Philadelphia. While there, a group of us decided to have dinner at a unique, historical, tavern. The atmosphere was haunted by the steps of George Washington as his group sauntered outside after dinner while the band set up to play at the ball celebrating the signing of the Declaration of Independence. Everything surrounding us had been replicated in great detail. Time was even taken to create period costumes for our "servers" of the meal. They were intent on keeping history. We were so excited and awed to be able to mingle and chat in such an inspiring room---and then came the "yesbuts".

How to Put Consulting into Consultative Selling
To describe a sales approach as "consultative" doesn't really explain it. It's a broad identifier, like saying someone is religious, which doesn't say what kind of religion. Saying you are a consultative salesperson is like saying you're in the category of "solution-oriented selling" vs. the category of "fast-talking carnival hawker." But that doesn't mean you know HOW TO DO it.
How Does Someone Actually Do Consultative Selling?
To describe a sales approach as "consultative" doesn't really explain it. It's a broad identifier. Saying someone is a consultative salesperson is like saying he's in the category of "solution-oriented selling" vs. the category of "fast-talking carnival hawker." But it doesn't tell you HOW TO DO it.

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