The Difference Between Consultative Selling and Consultants

Posted by Dave Kurlan on Fri, Jan 15, 2010 @ 06:01 AM

One popular approach to sales is Consultative Selling.  It's not new, it's been around since the 1960's, but it has since been formalized, complicated, examined, defined, refined, simplified and criticized. My book, Baseline Selling, included three elements: examined, refined and simplified.  One of the many misunderstandings about Consultative Selling occurs when people confuse it with consultants and people hate consultants more than they hate attorneys!  The standard definition/joke about consultants is that they ask for your watch and then charge you to tell you what time it is.

One of the best definitions of Consultative Selling came from Sales Development Expert Terry Ledden, who was my guest on this week's edition of Meet the Sales Experts.  He said, "Consultative Selling means don't push ideas and solutions untl you've had a chance to have a more collaborative conversation." Terry had some great advice about selling in various cultures around the world, as well as the changes you can make to your sales approach and your sales force to improve effectiveness. 

You'll love hearing how Terry got his start in sales - everyone can apply the unique approach he took to selling more cars than everyone else!

Listen to this week's show.  Contact Terry.

(c) Copyright 2010 Dave Kurlan


Topics: Dave Kurlan, Consultative Selling, Baseline Selling, Terry Ledden, selling to different cultures

About Dave

Dave Kurlan's Blog has earned a medal for the Top Sales & Marketing Blog award four years running and this year this article earned Gold. Read more about Dave.

Email Dave

Subscribe on Kindle 

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe to the Blog

Search the site

Top 30 on Kindle
Top 100 on Amazon


Top Sales & Marketing Influencer 2014

Dave Kurlan

Sales & Marketing Hall of Fame Inductee

Hubspot Top 25 Blogs

 Gold Medal - Blog 2014 Top Sales & Marketing Awards                                       

Gold medal Top Sales & Marketing Article 2014                                       

2013 Finalist Medal Top Sales & Marketing Thought Leader

Gold Medal - Assessment Tool 2014 Top Sales & Marketing Awards

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader

Other Great Sites

top sales world

Evan Elite Promotion New