Consultative Selling
Selling by diagnosing customer needs through deep questioning, then recommending tailored solutions rather than pushing products.
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Why It Matters
AI chatbots handle transactional sales effectively, but complex B2B deals with multiple stakeholders and custom requirements demand human consultants who build trust and navigate organizational politics.
How to Get Started
Study the SPIN Selling or Challenger Sale methodologies and practice discovery conversations through role-playing exercises or platforms like Gong for call analysis.
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