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Consultative Selling Won't Fill Your Pipeline
Written by: Paul JohnsonArticle Overview: This Consultative Selling article explains the role of this sales method in pipeline management.
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Free Download - Leads Prospects and the Huge Gap Between By Paul Johnson |
Consultative Selling Won't Fill Your Pipeline
© 2007 Paul Johnson. All rights reserved.
But it will empty it. Consultative Selling is a sales process, not a lead generation system.
I make the distinction that lead generation is not part of selling, although it may be part of your sales job. Selling starts after you have a lead.
Many salespeople actually have two jobs. The first job is lead generation, which requires the salesperson to cull through a sea of suspects to identify potential sales opportunities, or leads. Once these leads are in the sales pipeline, then the selling can begin. That occurs when a prospect is willing to have a dialog to discuss their purchase objectives and is agreeable to actively consider alternatives and recommendations.
Without a lead, any sales process is useless. On the other hand, without a proven sales approach like Consultative Selling, many leads are wasted. All the energy and resources expended to generate each lead evaporate like gasoline on hot asphalt.
Use a sales process to help you capitalize on your lead generation efforts and make payday more exciting.
Filling the Sales Pipeline Whos to Blame
Consultative Selling
Stepping Beyond Consultative Sales
How Does Someone Actually Do Consultative Selling?
The Difference Between Consultative Selling and Consultants
Article Tags: Consultative Selling, lead generation, lead generation system, Paul Johnson, sales opportunities, sales pipeline, sales process, Selling
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About the Author: Paul Johnson RSS for Paul's articles - Visit Paul's website  Click here to visit Paul's website   Consultative Selling Solves the Puzzle Your Product Cant Consultative Selling Addresses the Need Buyers Never Admit The Farce Called Sales Training Selling is Baseball Backwards Consultative Selling Fills an Important Gap for Buyers |
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