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Some companies believe: “We don’t need a consultative approach to the sale. We need to get the sale and move on to the next.”
If you sell widgets that last a lifetime, then maybe that’s true.
But if you sell a product, solutions or services, your sales team needs to be able to do more than just sell. You need people who have the insight and expertise to consult and collaborate with the customer and define real solutions for their most pressing needs.