Every salesperson is told that they need to be ‘consultative’ in their sales approach with the customer.
However, your customer is not going to have a consultative sales conversation with every salesperson that approaches them. Customers are extremely choosy about which salesperson they will consult with and whom they will not.
This lesson looks at the three reasons why your customer might not be consulting with you and what you can do to get your customer to do so in the future.
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