Feedback Form
Home Features Mastermind Forums About Advertise Blog Network Contact Be An Author

The Difference Between Consultative Selling and Consultants

The Difference Between Consultative Selling and Consultants
Free Download - 10 Types of Sales Advisers and How to Choose the One Thats Best For You By Dave Kurlan
Name: Email:

One popular approach to sales is Consultative Selling. It's not new, it's been around since the 1960's, but it has since been formalized, complicated, examined, defined, refined, simplified and criticized. My book, Baseline Selling, included three elements: examined, refined and simplified. One of the many misunderstandings about Consultative Selling occurs when people confuse it with consultants and people hate consultants more than they hate attorneys! The standard definition/joke about consultants is that they ask for your watch and then charge you to tell you what time it is.

One of the best definitions of Consultative Selling came from Sales Development Expert Terry Ledden, who was my guest on this week's edition of Meet the Sales Experts. He said, "Consultative Selling means don't push ideas and solutions untl you've had a chance to have a more collaborative conversation." Terry had some great advice about selling in various cultures around the world, as well as the changes you can make to your sales approach and your sales force to improve effectiveness.

You'll love hearing how Terry got his start in sales - everyone can apply the unique approach he took to selling more cars than everyone else!

Listen to this week's show. Contact Terry.





The Difference Between Consultative Selling and Consultants - To learn more about this author, visit Dave Kurlan's Website.

Like this article? Share it with your friends

Article Tags:
Recent Search: consultative sales

Article Feedback
 Article Feedback No article feedback found.
  Leave Your Feedback
article feedback

Article Feedback
Linda Richardson
Linda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website

Dave Kurlan
Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development.  He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website

Kim Castle
With nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website

George Ludwig
George Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website

Staging Diva
Debra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained 4000+ students worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular home staging guides made up of a Design Guide, Color Guide, Portfolio Guide and Twitter Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website

Jay Kubassek
(Jay's Full Bio: EvanCarmichael.com/jaykubassek)  In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.

 

As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)

 

Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. 

 

Jay resides in NYC with his wife Jamie, son Milo and dog Cooper.  Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website


To learn more about the Evan Elite Author Program please contact us.

consultative sales About The Author
consultative sales

Dave Kurlan
(Visit Dave's Website)
Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development.  He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2.


consultative sales Dave Kurlan is a Platinum author on EvanCarmichael.com
consultative sales About The Author

consultative sales Author Blog
Understanding the Sales Force - Objective Management Group, Inc. is the pioneer and industry leader in sales force evaluations and sales candidate screening. Spearheaded by leading sales industry expert, Dave Kurlan, Objective Management Group, Inc. can help you measure sales effectiveness, execution and potential.
Understanding the Sales Force
consultative sales Author Blog

consultative sales Video
Dave Kurlan Video - Dave Kurlan discusses margins with a group of business owners.
consultative sales Video

consultative sales Free Downloads


Dave Kurlan's

Complete
List Of
Sales
Articles

Name
Email
Author's Free Downloads
Salesperson Selection Icon Salesperson Selection
Visual Pipeline Icon Visual Pipeline

More Dave Kurlan
Now How Can You Motivate Your Salespeople
3 Ways to Feel Better About the Economy
Sales and Selling Which Has Evolved More
Sales Cycles and Time Is it Running Out
Sales Competencies and Your Competition
Finding a Way to Succeed
Good News About the Economy Positively Impacts the Sales Force
Focus on Revenue
Sales Assessment Completion Time May Affect Validity
Should Special Effects Determine If You Have the Right Salespeople
consultative sales Free Downloads


 
 
 


Evan Elite Authors
John Alexander  
David Acheson  
Michiel Jonker  
Evan Elite Authors

Become An Author
Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details.
Become An Author

Evan's Latest Video
Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media
Evan's Latest Video




Evan's Newsletter
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
Name:
Email:
Evan`s Newsletter

Free Downloads
Coaching System Icon Coaching System
Success Worksheet Icon Success Worksheet
Book of Leadership Icon Book of Leadership
Strategic Planning Guide Icon Strategic Planning Guide
Article Syndication Icon Article Syndication
Free Downloads - Complete List

Entrepreneur Tools and Guides
Top 50 Marketing Blogs
Top 50 Marketing Blogs
Top Marketing Blogs of 2010
 
Top 50 SEO Posts of the Year
Top 50 SEO Posts - 2007
Top SEO Posts of the Year
 
Entrepreneur Tools and Guides

SEO For Africa
SEO For Africa
Ukeria Maduka Lagos State, Nigeria,
Ukeria Maduka
Lagos State, Nigeria
SEO For Africa

If I Were A Startup...
Stephen Pollack, $1.2 to $16.2 Mil in 3 Years
Stephen Pollack
$1.2 to $16.2 Mil in 3 Years
Catherine Daw, > $4 Mil in revenues
Catherine Daw
> $4 Mil in revenues
If I Were A Startup... - Complete List

Famous Entrepreneurs
Dave Thomas, Wendys
John Rockefeller, Standard Oil
John Rockefeller
Standard Oil
Famous Entrepreneurs

Entrepreneur Advice
Guy Kawasaki, The Art of the Start
Guy Kawasaki
The Art of the Start
Jeffrey Gitomer, The Sales Bible
Jeffrey Gitomer
The Sales Bible
Entrepreneur Advice - Complete List

Popular Articles
(Premium Authors)

     10 Ways To Overcome Your Fear Of Selling
By Jim Meisenheimer
     Can You Pass This Sales Quiz
By Jim Meisenheimer
     Sales Tip From The Masters Golf Tournament
By Jim Meisenheimer

Have A Suggestion?

Toronto Salsa Classes / Toronto Salsa Lessons Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!

Have A Suggestion?

More Evan Carmichael
More Information