This book examines all aspects of implementing a professional

consultative sales organization. It can be read cover-to-cover for a

comprehensive perspective, or chapter-by-chapter for a more topical

view, based on your needs and interests. It is divided into three Parts:

■ Part A: "The Worlds of Selling and Sales" compares traditional

to consultative selling. While each approach is tasked with

generating revenue for their company, how they accomplish that,

and what other tasks they do, are fundamentally different. Part

A provides a context for many of the concepts and skills offered

throughout the text.

■ Part B: "Consultative Selling and the Buy Process" discusses how

a consultative salesperson interfaces with each customer based

on their buy process and how they make the many decisions that

impact their ultimate purchase. Part B provides a "big picture"

view of how consultative salespeople remain focused and manage

their time to provide optimum influence on their customers.

■ Part C: "Consultative Selling Skills" describes many of the most

important skills and protocols to establish, build, and benefit

from consultative partnerships. As such, they are stand-alone

skills that can be used independently ... yet are optimized when

used in conjunction with each other.

Video Links: Throughout the text, there are video links with an

Axcess Capon code pointing to a video of the specific skill being

discussed. Seeing a visual example of a concept or behavior strongly

supplements simply reading about it. Please visit www.wessexlearning.

com and click on AXCESS CODES; enter the appropriate code to

access the video. In the electronic (PDF) version of the text, all codes

are hotlinked; just click on the code and it will bring you directly to

the specific video.