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Best Practices in Consultative Selling, Consensus Building, and Negotiation

Consultative Selling is a process that builds relationships. It makes sales, but as important, it secures a continuing partnership. The process takes its time to draw specific information from prospects that gives dimension to the customer’s needs and wants. This information then provides the deep data to frame a presentation mapped to those needs and wants. Instead of selling at or to the prospect, Consultative Selling focuses on conversation, questions, trust, and benefits. Consultative Selling, consensus building, and negotiation look to form an agreement not just a transaction.