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3 ways to get your ICT salespeople to push past being ‘Consultative’

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3 ways to get your ICT salespeople to push past being ‘Consultative’
By understanding the stakeholder sagas your salesperson will be able to better engage with and support the champion and executive sponsors.
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The ability to understand and address nuances is what sets apart a regular ‘order taking’ salesperson from one that earns the trust of senior decision makers and goes on to create value for customers.

So a popular directive from sales leaders (as well as trainers and coaches) to their teams is to be ‘consultative’ or ‘consulting-led’ in their pursuits.

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