Why Consultative Selling Break Down Post-Training
In a digital hyper-competitive world, everyone agrees that value-selling is the answer. Most sales organizations try to position themselves as consultative-driven rather than transactional-focused.
Every CEO or CRO prefer to lead a sales force that thinks, act, and perform in a consultative fashion while helping their customer achieve their business goals.
Sales organizations spend billions of dollars in training to upgrade their sales talent from transactional sellers to growth consultant. Yet, most fail miserably.
Consultative selling is a discovery-based approach that positions salespeople as expert advisors able to solve complex problems and grow organizational profits.
It’s a delivery system that strives to meet its promises by solving customers’ problems while improving profitability. Besides, it’s a collaborative approach that performs a holistic business analysis that covers known and unknown risk factors and impactful events.
Challenge
The biggest challenge for most sales organizations is coaching their teams to adopt this value-based relationship…
