If you really want to sell in a manner that ensures that the cash machine keeps ringing; that you have a healthy and consistent pipeline of leads and that you add value to your customers in a way that you get repeat business and referrals, then you must learn to apply the skills for consultative selling.

Consultative selling is about pitching your products and services to your prospects or clients in a way that focuses on their real needs. It requires you to be clear about the needs that your product or service addresses; to identify potential clients who have these needs; exclude those that do not, so that you can focus; and then build and deliver your sales communication, proposals and presentations to connect your product/service to these needs.

I explore the process and skills for consultative selling in today’s podcast episode on “How to Sell Consultatively”. Please click here to listen, learn, and enjoy the episode and invite others to do the same.

I trust that you will find it useful and that you will invite and encourage others to do the same.