While at Accenture I recall being struck by how infrequently great consultants actually “sell” in the traditional sense of the word. Did you happen to notice that “close” or “sell” isn’t listed above? The reason: when done well, consulting doesn’t require a lot of pressure or slick sales-oriented tactics – because we build enough credibility and trust to make these techniques unnecessary.
Tag Archives: Consultative Selling
Consultative Selling – You are not a guru if you read a book or two.
The UnSelling alternative takes a very different approach. Instead of desperately trying to find a pain that I can quickly solve, it attempts to engage in a dialogue. A dialogue that’s relevant to the client’s world. Traditional selling makes the assumption that the prospect is more than likely to appreciate how valuable this solution must be.