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Consulting Services: Putting the Client First in Sales and Delivery [Podcast]

Sandler Training

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery. Listen Time: 40 Minutes.

Consult 111
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A Comprehensive Guide for Consultative Sales Techniques

Iannarino

Uncover the secrets of effective client relationship management and consultative sales strategies for lasting success.

Consult 281
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Sales Success: Master the Art of Consultative Selling and Outshine Your Competition

Iannarino

It can be challenging to convey the point I've been making since the publication of Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative. One way to express this idea is that your client should make the decision you would make if your contacts asked you to make the decision for them.

Consult 260
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5 Consultative Selling Magic Tricks for Mastering B2B Sales Success

Iannarino

The most consultative salespeople feel different from other sales reps. Much of what they do looks like a magic trick to their prospects and clients. There are five magic tricks that impress their prospects and clients. There are five magic tricks that impress their prospects and clients.

Consult 165
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Inside the Mind of Consultative Salesperson

Iannarino

Great consultative salespeople have many attributes that help them guide their decisions and interactions with prospective clients. Great salespeople not only use a consultative selling approach, but they also lead the conversation with a prospect. Many good or average salespeople lack these important sales attributes.

Consult 260
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A Serious Misunderstanding of the Word Consultative

Iannarino

The Gist: Too many salespeople still believe that consultative selling means asking the client about their pain. Approaches that don’t provide advice and recommendations aren’t valuable enough to call consultative. Your clients already know what they need. Because they know the value is not in the knowledge.

Consult 318
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Fearing Your Client: The Importance of Candor and Courage in Sales

Iannarino

One of the most important things about the One-Up approach you find in Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative , is that it positions you as an expert and authority on the results you help your clients improve.

Clients 280