From the B2B customers perspective, consultative selling can create the Best Buying Experience. Which is a combination of Behaviorally Correct Skills, Product Usage Knowledge, and Market Knowledge.
To become proficient at consultative selling it is not enough to ask good questions, listen and focus on needs.
We also need to stay aligned with our buyers shifting concerns as they are making buying decisions and demonstrate behaviorally correct skills though out the buy/sell cycle.
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