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In order for salespeople to perfect the art of consultative selling, they first need to have a firm grasp of how it works.
For Kiewiet, problem-solving is at the core of the process. "Consultative selling is an approach to selling where the salesperson focuses on getting to know the client's company and its challenges and problems, and then creates and recommends solutions specifically to solve their problem," he explained.
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Brendan Menapace
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Brendan Menapace is the content director for Promo+Promo Marketing.
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