Today I am recording this video in São Paulo, Brazil and it is about adding insights to your consultative selling approach. Questions can take you so far (Spin Selling, anyone?) but another half of the conversation should be about what you know about the industry, or customer’s market and pressures, or anything that adds value to the conversation. Spend time learning about your customer’s pressures and you will have a much more intelligent conversation and, more importantly, more compelling reasons to reach out to your prospects. Take a look at this short video and let me know what you think!
