You may think your sales strategy is flawless, but even seasoned professionals need an occasional boost. This is where consultative selling can help. Consultative selling involves a creative approach designed around the client's needs. To do it right, the salesperson must develop a relationship with the potential client before trying to make a sale.
Stone Mountain
Elise Hacking Carr is senior production editor for Print & Promo Marketing magazine, and managing editor for PRINTING United Journal.
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.
The indelible Swoosh. The Golden Arches. The bitten apple. Companies with less manpower and lower budgets hope to achieve even a fraction of the brand equity of Nike, McDonald's and Apple.
Honing in on the person who makes the buying decisions at a company and establishing a relationship with them is a crucial part of succeeding with a prospect, not only for making the immediate sale, but also for setting them up to be a repeat customer. It may seem like an obvious point, but that doesn't mean it's an easy one.
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