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How Can Consultative Selling Already be Dead?

Posted by Dennis Connelly on Thu, Apr 30, 2015 @ 06:04 AM

 

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In this article for Middle Market Executive,Tom Searcy insists that Consultative Selling is dead.  He says that consultative sellers end up with buyers who can only make small decisions, experts end up in purchasing and only industry authorities can reach executive decision-makers.  He also says that consultative sellers ask, "what is your pain?", experts say, "here is your pain", and authorities say, "here is the pain your industry is having and how you can uniquely overcome it."

Is he right?

Read the entire article on Dave Kurlan's Blog

Topics: Dave Kurlan, Consultative Selling, sales methodology, sales force evaluation, objective management group, Tom Searcy



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