The Question:
Alex Badinici, an AdSense Account Manager at Google Ireland asked a question on LinkedIn: “Do you have any interesting materials/experiences on “Consultative Sales” to share with me?”
[Visit Alex Badinici's LinkedIn profile]
Aaron’s Answer:
Alex,
Based on some of my experiences, I would recommend the following:
* Become an expert in the industry you’re serving. Read widely from that industry and reference relevant articles from credible sources. With every clients, I subscribe to a set of RSS feeds relevant to them to automatically generate reading material.
* Join industry associations that your clients participate in. This gives you a common point to talk about with them and you get your face in front of their peers. I haven’t done this lately (for a number of reasons) but it has worked well in the past.
* Consultative sales isn’t about “pitching” a product or service in response to a perceived need. It’s about making recommendations. There is a difference!
All the best,
Aaron Hoos
http://aaronhoos.com
Hi! My name is 
August 12, 2009
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