CHAPTER FIVE
SELLING CONSULTATIVELY
What you get by achieving your goals is not as important as what you become by achieving your goals.
—Wolfgang von Goethe
THE HIGHEST-PAID and most successful sales professionals are positioned in their customers’ accounts as friends, advisers, and consultants. Consultative selling is more than developing good relationships with customers. It requires positioning yourself as someone who has the experience and insight to help customers meet their needs.
The practice of the consultative selling approach will help you to move to the very top of your field. It is a valuable tool that is indispensable in dealing with complex sales and accounts where many factors are involved and competition is a key factor.
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