Consultative selling is the new selling, according to Huthwait, in this article about today's selling environment. Author Pete Burden says to take consultative selling a step further by asking relevant questions, not inquisitions that create fear. Burden also suggests solving their problems not creating them.

Burden shares with readers at Just Means ways to incorporate consultative selling and solution selling into your sales process to make it your new year of selling.



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February 12, 2009

Learn From Others

Following in the footsteps of others who have succeeded may be the biggest career secret ever. If you can emulate a successful salesperson, you should be able to be as triumphant in your career. It is just a matter of follow the leader.

Kevin Eikenberry shares with readers at The Sideroad seven lessons learned from great salespeople. Those include listening more, talking less; asking more and better questions; a focus on the long-term big picture; building relationships; following up and following through; focus on the person, not the sales "techniques;" and helping them buy, don't "sell" them.



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Selling Should be Educational

People buy on emotion, this is true, however, once they are sold by the emotion, they like to back up their decision with facts. Therefore, educating the buyer is essential for a thoroughly sold customer -- from start to finish. In addition, seeing yourself as a teacher takes the pressure off you to sell, therefore you will feel more comfortable in your presentation.

Mike Sigers shares with readers at Simplenomics the idea that teaching should be synonymous with selling. His message is that a salesperson's destiny is that of a teacher and there is no more honorable profession than a teacher.



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February 10, 2009

Using Testimonials

Testimonials can help you overcome objections and close your sales. The trick is to get enough testimonials that can cover a range of topics that would interest your potential customers.

Kenra Lee shares with readers at SalesVantage.com four key steps to take to procure effective testimonials that can help you increase your sales.



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Make It Personal

Should you send an e-mail or make a phone call? Betsey Weisendanger shares with readers at SellingPower.com the benefits of making your sales process a more personal experience. For those larger deals and clients, it's best to make it personal.

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