How To Guide: Adopting Consultative Selling

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Executive Summary

How a prospect competitively positions your company is a critical factor when engaging in the buying/selling process. Fundamentally, positioning is about aligning your business with theirs, so that a clear synergy can be visualized by the prospect. When there is a perfect fit between organizations, selling becomes much easier because the in the early stages of the sales cycle the prospect mentally puts your organization ahead of the competition, in principle. Therefore, it is essential that the prospect is comfortable with the salesperson, and correctly positions your company.

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