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What is consultative selling? According to James Urie, consultative sales means taking the time to care about people and look out for their best interests. As he says: "The best salespeople in the world are the ones who can put themselves in someone else's perspective." Get tips and learn from 3 real-world examples of consultative selling.
Learn more about consultative selling: bit.ly/3L23aOG
Timestamps:
0:00 Intro
0:29 Definition of consultative selling
1:07 Key consultative selling skills and qualities
3:15 How the consultative sales process differs from traditional sales
4:10 Example 1: The furniture salesperson
6:43 How SaaS reps add consultative sales questions to their process
7:12 Example 2: On a SaaS product demo
12:03 Example 3: A consultative salesperson that lost the deal on purpose
15:17 When consultative sellers choose NOT to close the deal
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