Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.
We talk a lot about the importance of using a consultative approach instead of a transactional approach to better differentiate and sell value instead of price. When we explain consultative selling, we usually emphasize the importance of listening and questioning. When we further explain effective listening and questioning, it becomes much more difficult to describe in a paragraph or in the absence of a demonstration or role-play.
Until today.
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