The pressure to make sales can result in salespeople trying to push their way to closure. This can alienate potential customers and actually hurt sales. The consultative approach takes longer, but it ...

In an era where customers have access to a wealth of information and choices, traditional sales methods are often ineffective. Instead, businesses must shift toward consultative selling, an approach ...

For a long time in some companies, the “sales shark” persona represented the ideal salesperson — that is, someone who can sniff out weaknesses and remain aggressive, selling the customer something ...