Since Mack Hanan coined the term in 1970, consultative selling has been the most widely accepted—and most pursued—sales approach.
In the past few years however, selling has changed more than it did in the previous forty. The traditional approach to consultative selling is no longer enough for sellers to compete and consistently win. Consultative selling must evolve to keep up with the changing buyer landscape.
Here is a collection of the best consultative selling techniques, tips, advice, and research to help you succeed. Looking for advanced consultative selling? Check out our insight selling tips here.