Consultative Selling

"There are two major problems in sales strategy, and if you're trained in Consultative Selling, you're equipped to handle both: (1) how to make sustainable high margins even on mature commodity products and services, and (2) how to control the costs of sales by condensing the selling cycle."--Jacket.

"Consultative Selling shows you how to reengineer sales strategy into sound business strategy. As a consultative seller, you sell improved customer profits rather than products or services. You generate returns on customers' investments - not tradeoffs of products for price. You partner upstairs with customer operating managers, rather than just vending to purchasers. You work within long-term, continuing relationships, not from bid to bid. You focus on making your customers more competitive - not on gaining advantage over your own competitors."--Jacket.