Handbook Guide to Consultative Sales
Handbook Guide to Consultative Sales by J. Michael Smith, published by Hg Solutions in December 2019, is a 160-page resource written in English. This book presents a fresh perspective on sales, challenging the traditional model of high-volume calls and product pushing. Through engaging stories and humor, it introduces the concept of Consultative Sales, which focuses on understanding and representing the customer’s needs rather than merely selling a product.
Readers will find over 100 practical tips, tricks, and shortcuts designed to enhance their sales strategies and foster deeper client relationships. This guide aims to make the sales process more enjoyable and effective, offering insights that can be referenced daily. With its emphasis on Business & Economics and Sales & Selling, this edition serves as a valuable tool for those looking to improve their approach to sales and create more meaningful connections with clients.
Official synopsis Publisher
Let’s face it. The traditional sales model of making 100 dials a day and pushing product just isn’t fun. It also doesn’t work for most sales people! This book uses stories and humor to introduce the powerful dynamic of Consultative Sales. Consultative Sales flips the century-old traditional sales paradigm upside down, empowering you to represent the customer; not the product. It also includes over 100 tips, tricks and shortcuts that are highlighted at the end of each chapter to help use this book as a daily reference. So, if you’re looking for a quick, fun read designed to elevate your sales game with more solutions per sale, deeper client relationships, and a way to bring the fun back into the field of sales, then this book was written for you!
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