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A Few Thoughts on Consultative Selling

A discussion on LinkedIn provoked a question about using consultative selling processes, how well they work, and how hard they are to implement. Although there is a lot more to say about, here were a few initial thoughts I shared in the discussion. Thanks for the question Bill. I use a consultative sales process, and I have helped many clients adopt the same over the past many years. Although each consultative selling process tries to differentiate itself with various terminologies, most are pretty similar. Some are better for services, others are better for software, still others are better for large companies versus small ones. Which one to use really all depends. The general trend I am seeing is that consultative selling processes are decreasing in effectiveness these days. Customers are

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