Consultative Sales

Method / Marketing

Consultative Sales
Monteiro, Member, Consultant, Portugal

Consultative Sales

One of the most effective and science-based methods of sales is Consultative Sales, by Dave Kurlan.
It's based on client's needs and finding out everything about the client. Salesmen must prepare themselves well to ask the right questions in order to move forward in the process of selling. The salesmen acts as a consultant that looks up information from the client, in order to advice him on the correct product and conditions of purchase.
This is a very superficial summary of Dave Kurlan's ideas and my point of view on them, so one can differentiate from others. Dave bases his teachings on studies done over the years on more than 500.000 salesmen. Many of the sales myths, such as "a salesman is born a salesman" is brought down by evidence in his studies.
It's one of the most updated, complete and well founded methods in actuality.
If you really like to know more about sales, and you want to read about actually proven methods, theories and models, it's mandatory to read Dave's writings. I'll write more about him and the others soon.

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