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How Consultative Sales Methods Need to Change

blog author
Written by Mike Schultz
President, RAIN Group

Call it what you like: solution sales, consultative sales, consultative selling—at the core of each of these concepts is diagnosing and connecting the "pain" of the buyer with the products, services, and overall capabilities of the seller as "solutions."

Pain + Diagnosis + Offerings as "Solution" = WIN!

While this concept is still alive and necessary today, it has changed in 3 very important ways.
 

3 Ways Consultative Sales Methods Need to Change

Changes to the Basic Premise of Consultative Selling

consultative_sales_new.png   

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Topics: Consultative Selling