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The Vision Group
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Consultative Sales and Marketing
Consultative Sales and Marketing

8 followers
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The best salespeople regard the sales call as a two-way conversation – not a one sided pitch.

Sales success demands a radical shift from the ‘peddler’ mentality of merely demonstrating products and expanding on their features. It requires treating the customer as a participant. More often than not, a ‘flashy’ sales presentation alone alienates rather than persuades.
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Many people desire advancement, but they don’t follow a specific plan in order to achieve this goal.

To meet your long-term goals, it takes more than on-the-job initiative or great performance – it requires a diligent and formulaic approach to career strategy.
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Do you think you sell consultatively?

Current data shows that on average, salespeople possess only 21% of the attributes of this competency.

The best 6% of salespeople have it in abundance. Of the top 26% only a few posses this sales skill. The lowest 74% barely even register on the charts.
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Part 2

1: Make customers central to the mission

2: Focus on highly loyal customers
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A quick look at how sales and marketing should "not" work together as they align with how their customers buy.
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What Negotiation is – and What it is not … (An ebook by Jonathan Farrignton)

Negotiation involves three basic elements – Process, behavior and substance.
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