The Power of Consultative Selling and Becoming a Master Problem Solver

In consultative selling, you position yourself as a consultant, an expert, an advisor, a helper and teacher in the sales situation. Above all, you position yourself as a problem solver. You ask good questions and listen attentively to the answers.

When you are a sales person working with a business, you position yourself as a “Financial Improvement Specialist.” This requires that you focus all your attention on showing the customer how his or her business can be financially better off as the r...