This is where the rubber meets the road. "Approach each customer with the idea of helping them solve a problem or achieve a goal, not of selling a product or service" Brian Tracy

We are teeing up our 2024 YEAR-END EVENT with a special sales and marketing guest Jonathan Burns from CANADA  where we will talk: THE CONSULTATIVE PROCESS OF SALES & CLIENT DEVELOPMENT

As Jonathan states: "The key issue in consultative selling is to accurately define the problem. Generally the presented or stated issue is not the real, root issue.So why is that? Managers in companies generally want to come across as competent in the area they own. They will rarely start out by offering up admissions of weaknesses or gaps in the areas they manage or in their abilities. They generally start out by blaming their current vendor. "Sound familiar? "You have to drill-in for the root issue like rotating around 1) probing to understand, 2) demonstrating competence and giving examples that show your expertise and competence and then going back into probing questions.  You have to keep going deeper and deeper beyond the presenting issue to get to the underlying root issue." This is when we sell TRUE VALUE!!!