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Consultative selling as a way to win against your competition. Many businesses today are still trying to push attributes and benefits of products on their customers without understanding the deeper demands of those prospects and the way they fit with their own company's products or solutions. Companies which are still pushing attribute and benefits, as compared to extracting information from their clients and consulting with their clients in developing a solution, are the ones which are typically not able to accelerate their earnings and are fighting against competition which employs a more complicated revenue approach.

Consultative selling has been well developed and documented over the years, whether it be tactical selling, need satisfaction selling, as initially pioneered by Xerox, solution selling or more lately, spin selling, every one of these essential approaches deal with the basic premise that you start with doing a needs analysis of your customer to know what their needs, their pains, their issues are, and then adapt your revenue approach based upon the information you're in a position to gather from your prospect.

Many businesses have still not trained their folks on spin selling or solution or consultative selling and will need to do this in order to improve their sales effectiveness. We work with various clients which are still following the "old push" attributes benefits selling model when they can easily adapt a more consultative approach. We've educated dozens of businesses how to use spin or consultative selling to their advantage. The strategy may take 2 to 6 months to adopt and really entrench on your sales team's behavior until it becomes addiction, but the rewards are fantastic. Your company will be in a position to move up economy in terms of its professionalism, be more adept at competing against its most fierce competition, and also simplify and develop a deeper comprehension of what your customers true needs are, what they pain is, and the way your products, support, and solutions can match creatively together with their own requirements.

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