CONSULTATIVE SELLING IS A NONMANIPULATIVE process that focuses on clearly defining a client’s needs and objectives and securing agreement that they should be addressed. In traditional selling, on the ...

The high-touch, enterprise sales process needs a lesson from design thinking: Align yourself around your customer’s journey, and develop tools and training that create a more consultative experience ...

Operating on the strength of an innovative and proven cost-mitigation strategy, one adviser recently secured an appointment with the senior vice president for HR at a Fortune 500 company. Meeting with ...

For a long time in some companies, the “sales shark” persona represented the ideal salesperson — that is, someone who can sniff out weaknesses and remain aggressive, selling the customer something ...

A business.com editor verified this analysis to ensure it meets our standards for accuracy, expertise and integrity. Business.com earns commissions from some listed providers. Editorial Guidelines. In ...

Increase your sales with these tips on productive client interactions that translate into irresistible travel proposals. Part 1 of a 2-part series. As a travel agent, you deal with a lot. Planning and ...

In the world of commercial AV integration, change is the only constant. As new technologies emerge and businesses transform, AV sales strategies must be dynamic and responsive to emerging needs to ...