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?
