Consultative Selling Myths
Sales books, blog-posts and training courses that offer “consultative selling secrets” and magical closing-techniques, constantly amuse me.
Most of the ideas in these so-called secrets are common sense and have been in practice since the “Fuller-brush man” came a calling.
If there truly were secrets to success in consultative selling or any other form of selling, then nobody would know them. Another myth is “Consultative Selling is Dead”, but I will deal with that one another time…clearly it is not.
The truth is that there is a growing body of knowledge around consultative selling best-practices that anyone with a Web browser and an ability to read can access.
Great sales people are great communicators with strong ego-drive and the self-
discipline, to do on a daily basis the little things that average sales people do not, that lead to successful sales outcomes.
Consultative Selling Discipline
What really matters in consultative selling and professional selling in general are the understanding, mastery and daily practice of the following disciplines, skills and techniques;
