The art of consultative selling in it provides a practical framework for becoming a successful consultative seller and shows how to use the blue ocean strategy to identify opportunities in areas where there is no competition. Why should you practice consultative selling instead of productbased selling. Consultative selling and over 8 million other books are available for amazon. Consultative selling is a sales approach where the dialogue is hyperfocused on the. Read unleashing the power of consultative selling, by richard grehalva in html for free. Taking blue ocean strategy a step ahead 9781498707718. The art of consultative selling in it taking blue ocean. Find training in the area of consultative selling in the list of courses below. The first section discusses the advantages of consultative selling and explores the concepts of blue oceans. Atul uchils latest book, relationship selling, the fine art of consultative sales. Consultative selling is analyzing the needs and challenges of your customers and selling unique services that enable your customers to reduce costs, increase profits, and improve overall business performance. I know from experinece that atul knows what he writes about.
Download it once and read it on your kindle device, pc, phones or tablets. Uchil for a few years now and have frequently observed him in action. Books similar to consultative selling by mack hanan. Philip delves broughton traveled around the world to explore the artful techniques behind selling.
Watch the video below to explore the consultative selling framework in. For decades, sales pundits have been advising companies to practice a consultative style of selling. Its the product thats the focus of the sale, not the customers needs. The art of consultative and relationshipbased selling. Communication skills will help you build this relationship, such as enthusiasm, honesty, and trustworthiness. Explore the art of consultative selling journal of accountancy. Praise for previous editions of consultative selling.
If it companies seek to differentiate themselves from the competition, they must turn to consultative selling. Buy consultative budgeting by mack hanan online at alibris. Relationships are so important in selling that one study surveyed one hundred top b2b salespeople. Consultative selling traditional selling is, by design, a manipulative process. Absolutely amazing, most important sales book ever written. The book walks you through a step by step system with fill in the blanks, great questions to challenge your thinking and space to write down your thoughts and conclusions about what you should do in your specific situation. Consultative selling is a solutionbased approach that involves a comprehensive. Customers have to be convinced of the reasons they need that product. Use features like bookmarks, note taking and highlighting while reading relationship selling.
Consultative selling is about selling to his or her needs, as covered in the next section. Explain how relationships bring value through consultative selling. The hanan formula for highmargin sales at high levels. How to sell the way people want to buy by ron willingham, authenticity. Discusses consultative selling techniques and introduces how to develop salesproducing profit improvement proposals pip. Aob is a complete inventory management system for todays busy online seller.
How to master the art and science of consultative selling. Salespeople have a product with specific features for which they need to find a buyer. You will find a range of courses that you can search amongst and then use our filters. Consultative selling is an approach that focuses on creating value and trust with a prospect and exploring their needs before offering a solution. Discover similar books recommended by the worlds most successful people in 2020. Consultative selling is an overused term often oversimplified without truly knowing what it is. This book covers how to tackle customer hesitation in todays day and age. Leadership guru daniel pink recently listed his favorite sales books. The fine art of consultative sales kindle edition by uchil phd, atul. One of the most effective tactics is consultative selling. The art of books inventory management system for online. The power of relationship selling 2012 book archive. Unleashing the power of consultative selling by richard.