Category Archives: Sales Consulting

Articles about consultative selling, sales questions, and sales active listening.

How to Sell as an Introvert

How to Sell as an Introvert

Sales Training for Introverts, Entrepreneurs, and Sales Professionals I am a natural introvert. When I first started my sales career, I was terrified to pick up the phone to call existing clients to sell our products. The fact that I am now a sales trainer is proof that if I could become successful in sales, […]

Selling Benefits vs. Selling Value

Selling Benefits vs. Selling Value

Introduction Traditional sales training has done a fantastic job at teaching salespeople about the differences between selling features and benefits. Benefits are far more persuasive because they translate features into a simple language. This enables prospects to connect your product to the desired outcomes. But will all prospects enjoy your product’s benefits equally? In today’s […]