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Posts Tagged ‘Consultative Sales’

One of the great challenges in working on training or any other kind of major initiatives is how to build support and consensus while leading to a successful conclution.  That’s where good consulting skills come in. 

As a side not, I had a discussion the other day about the difference between consultative selling and consulting.  Consultative selling is a style of selling where you identify customer needs, issues and problems and then present an appropriate solution.  In consulting, you’re taking customers through a displined process or problem solving while applying your expertise.  In consulting, you are often the product or service.

Here’s probably the best book to start with Peter Blocks, Flawless Consulting, a guide to getting your expertise used.   The techniques and methodologies are good for both internal and external consulting.

consulting_.jpg  Here’s a link.

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