Brief: Why a Consultative Approach is Important Today
Improving win rate
What’s Inside
The experiences of the last 12 months have reminded business leaders that success and survival demand the ability to change.As a result, sales professionals need the skills to track these changes so that they can better meet the customer’s emerging set of needs.
In our latest brief, Why a Consultative Approach Is Important Today, we explore the three key factors business leaders face today and how sales professionals can address each.
In the brief, we show how to:
- Become the coach of the buying process to unite stakeholders of differing opinions
- Normalize discussions of risk to overcome the customer’s hesitations
- Co-create value with the customer to deliver a differentiated buyer experience
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