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January 04, 2010


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Clive Miller

I have a copy of Mac's book. You make a good point. People have usurped the term and used it to describe other sales approaches. The term often seems to be interpreted as a soft approach. This couldn't be further from the truth.

Consultative Selling is about helping the customer obtain and evaluate their own data before considering a solution.

This is harder than one might think. The sales person must be tenacious and have excellent objection handling skills.


This is very interesting since most companies do consultations before doing sales pitch. Although, for some, consultative style really works.

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Presentations are the main source of winning or loosing a client. Presentation software can be used for this purpose. There are many good service providers for this purpose like globalkap.com.


Great tips, I would like to join your blog anyway,

Andrew Statezny

Presentations really are important no matter what you're selling.


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