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Increase Your Sales: Stop Chasing Clients with a New Approach to Selling
Let's talk about the ways in which you can generate revenue and increase your sales. There are three ways that traditional salespeople do this. Let's explore a more effective alternative.

Powerful Roles For Strategic Marketers According to Your Strategic Thinking Business Coach
A strategic marketer or business developer knows how to get to know prospects, listens to what the prospects say, hears what the prospects say and ensures that he or she understands what the prospect is saying. In today’s competitive business world, there is a real need for true strategic marketers and business developers. Too many marketers and business developers are of an old breed and they are using tired old non-strategic approaches to prospects. These “traditionalists” also are not recognizing new characteristics of prospects. Therefore, in my opinion, a new brand of strategic marketer and business developer is needed to be successful in the marketplace today. Your Strategic Thinking Business Coach offers the following perspective on these roles.

Other consultative style Related Articles

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.
Selling Effectively - The Buyer Blending System
Have you ever tried to sell a client on your property and had difficulty establishing a rapport? Have you ever emphasized something you thought important and your client responded blankly? Do you find some clients make slower (or faster) decisions than you think appropriate? Answering yes to any of these questions means that you have run across a client whose buying style is different from your selling style. To be more successful you need to learn to adapt your selling style to fit your client's buying style. By "reading" your client's behavioral style and appealing to that person in his or her terms, you can actually increase your sales dramatically.
Consultative Needs Based Selling Approach
Looking at your business from a sales perspective and most importantly understanding your business from a client perspective, is one of the most important first steps in sales. Most people hate being sold to but love the feeling of buying; so the clearer you can explain how your business helps and "what is in it for them" the easier it makes prospective customers to make a buying decision. The consultative/problem solver approach qualifies and listens to the customer and helps them to buy what they need. The consultative approach focuses on the needs of the customer and how you improve or benefit them in some way.
Using Influence to Gain Commitment: Are Men and Women Really That Different?
Do men and women lead differently in the workplace? Based on much of the research, the short answer is “yes.” Although the differences often align with the stereotype that women lead with a more interpersonal style and men with a more task-oriented style, it appears that gender does play a role in leadership style and preferences.

Two Types of Women Entrepreneurs at Their Best in Relationships
While a female entrepreneur’s relationship style is bound to be as unique as her entrepreneurial style, each type of business owner can work at specific aspects of her relationship style to bring greater harmony to her life.
Use Caution When Employing Style Indicators
Style indicators are helpful at providing insights about how a leader operates. The mistake often made is to assume you cannot change your style. This article discusses some aspects of style that may help you grow in dimensions you had not considered.
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.
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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