The bad economy has created a challenging environment for IT sales. Many sales representatives are complaining that what used to work isn't working anymore. That's why consultative selling is getting so much attention as a potential antidote to what ails sales today. To help you get started, Channel Insider has compiled the following list.
Consultative selling is getting a lot of buzz in sales circles these days as the answer to what ails sales organizations in this recession. But there can also be some confusion around what exactly the term means. Some people may even find the concept intimidating initially. To help clear the air and help you get started realizing the benefits of consultative selling, Channel Insider spoke with sales consultant Kendra Lee of The KLA Group. Lee's company works with solution providers to develop their sellers consultative selling practices. And before founding her own company, she was in the top 1 percent of sales representatives at IBM and was the top sales rep at Sybase. Here's a primer on getting started with consultative selling, based on Channel Insider's conversation with Lee.
more at http://www.channelinsider.com/c/a/News/8-Steps-to-Better-Sales-with-Consultative-Selling-349766/
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