This is NOT Consultative Selling…

Selling installation services along with your product is not consultative.  Neither is training, RFP responses, fulfilling orders, or selling to those who already know what they need.  Most of these things are sold on price alone.  There may be a hint of existing customer loyalty, but in today’s economy, don’t expect that to last.  If […]

Companies Choose Who They Buy From

Companies choose whom they do business with. Executives choose their advisers while IT has theirs. Who will the IT person choose to do business with?  Someone they enjoy eating lunch with, someone they can control, or perhaps someone who becomes a source of sound education.  Who in your organization can meet the last demand? How […]

Sales People Must Become Consultants in 2011

Old School Selling Product knowledge used to be a key part of the sales role.  “Tell me what you have, how it works, features, benefits, etc.”  Google has changed all of that.  Today the purchase starts with Google.  Since most high-tech sales are done by referral and lead follow-up, the prospects tend to be people […]