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It is also important to change how the client views you. Instead of working across the table from them, sit next to them. This creates an atmosphere in which you are working together, Sauers explained. "A consultative selling approach is coming beside somebody and saying, 'How can we truly help you in a way that you see us as part of an extension of your team?'-not as some person to beat up on because you can get another $5 out of a quote," he said.
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- People:
- Paul Kiewiet
- Ryan Sauers
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Amanda L. Cole
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Amanda L. Cole is the editor-in-chief of NonProfit PRO. She was formerly editor-in-chief of special projects for NonProfit PRO's sister publication, Promo Marketing. Contact her at acole@napco.com.
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