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5. Work as a team
Another key component of consultative selling is to be a solutions provider. Your competitors may offer cheaper prices, but do they provide in-depth service? Building a business relationship on trust and cooperation can be the deciding factor in any sale. If you can give clients something they may not know they wanted, or a solution to a problem that they may not have recognized on their own, that is where the value lies. Kiewiet calls this "need creation" business.
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Brendan Menapace
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Brendan Menapace is the content director for Promo+Promo Marketing.
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