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Consultative selling is all the rage and it seems like the wisdom is to call high.
SPIN Selling was also one of the first models of consultative selling.
The consultative selling techniques allow the sales individual to identify customer business problems and determine how to meet their specific business objectives using HP products and solutions.
From 2006 he was a business architect with IBM Software Group, in pre-sales consultative selling roles with the Industry Business Value Assessments North America team, and then Websphere Technical Sales through 2012.
As a result, solution selling has become more broadly defined - to include dimensions of "sales process", "competitive selling", "value selling" as well as "consultative selling" or "complex selling" which set the focus on the team's aspects of the sales.
As a Key Account Executive or Complex Sales Executive in addition to product knowledge and consultative selling skills top producing sales executives also have the ability to build strong client relationships and navigate and avoid the political pitfalls within client organizations.
