Discovering Consultative Sales: B2B Selling Process Tips

In 2011 and beyond, the art of selling has gotten a lot more complicated.  The public has become conditioned to having their own ice cream flavors and stars named after them.  This can’t help but translate to the decision makers in business.  With so much emphasis on “ME”, you need to learn what the customer wants specifically by Discovering Consultative Sales, vital to the B2B Selling Process.

Picture this: you are at your best prospect’s company trying to find sales for your products and services.  You’re dressed to kill in your best suit; even the coffee stain you got this morning when gesturing to a passing motorist is camouflaged in your paisley tie.  You’re ready.  Then why are you so nervous when you begin your presentation, sensing failure with this prospect like you’ve seen so many times before?  Why don’t you believe she’ll see the value in what you’ve got to offer?  It could just be because you are forcing the B2B selling process instead of discovering sales opportunities.  There is a critical difference.

Like you, I believe I am always selling something.  I’ve rationalized that SELL is not a four-letter word in the colloquial sense.  Read More…

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