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TV Expert Interviews / Sales Management / Oct 25, 2022 / Posted by Amy Franko / 43

How to Improve Your Consultative Selling Skills? (video)


Amy is a leader in modern sales strategy. She helps mid-market organizations to grow sales through sales strategy advisory skills development programs. Her book “The Modern Seller” is an Amazon bestseller, plus LinkedIn also recognizes her as a top sales voice. In today’s expert insight interview, Amy and John discuss “How to improve your consultative selling skills.”

This Expert Insight Interview Discusses:

  • What are the various consultative sales skills?
  • Approach to Consultative Selling
  • The Influence of the Pandemic on Consultative Selling

Consultative Sales Approach

Many firms are changing their ways of working and participating as a result of the global pandemic. Naturally, with sales being such an important element of business, how the sales process is carried out has developed. When the majority of the globe met online, and eye contact became non-existent in these situations, that was just the beginning of how our activities throughout the sales process evolved from previously.

Developing agility necessitates a consultative approach. This is because a consultative approach, by definition, seeks the most current interpretation of the customer’s demands. Effective sales professionals align their approach to this principle by incorporating agility into their selling strategy.

Consultative Selling vs. Transactional Selling

Transactional selling is a style of selling in which the sales representative first contacts the consumer and then employs negotiating methods to sell the product or service. Transaction sales are often one-time sales with a strong emphasis on pricing. Prospecting, conducting sales meetings, and so on may be time-consuming.

Consultative selling, as opposed to transactional selling, concentrates on the blog post. Consultative selling is a sales approach with a long sales cycle that focuses on improving the lives of clients by resolving their pain points.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Author

Amy Franko is a strategic sales expert and keynote speaker. As a sales leader, Amy Franko built a successful and lucrative B2B sales career with global tech giants IBM and Lenovo. She then took a 180° pivot into entrepreneurship in 2007, launching a training company, Impact Instruction Group.

Author's Publications on Amazon

In "The Modern Seller", Amy Franko explains the factors behind this challenging new sales economy and its impact on customers, sellers, and leaders. She explains why it demands a modern seller: one who is a recognized differentiator extends the value of his or her company’s…
Buy on Amazon

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