Business people struggling with sales management should watch how business consultants close deals, according to sales expert Nigel Edelshain.
England, UK, January 22, 2009 — The sales management sector of your business could learn something by watching how business consultants do business. According to business expert Nigel Edelshain, CEO of Sales 2.0, the trick to successful sales is to approach sales clients like business consultants approach their clients.
In his new business TV show screening on online network yourBusinessChannel, Edelshain discusses how business consultants approach clients – and how this can be of benefit for those working in sales management. Edelshain says that the approach of business consultants is a softer approach which puts the client at the centre of activity, rather than the product, service, or sale.
In other words, successful business consultants approach clients with a ‘how can I help you to solve your problem’ attitude, rather than the typical sales management ‘what can I get out of this situation’ approach.
Edelshain suggests that sales professionals enter meetings with the client in mind – consider what problems your clients hare, and how you can help solve them. He says people involved in sales management will benefit from working with the buyer and are more likely to achieve great results.
These days teams that act like typical salespeople are unlikely to achieve their sales goals because consumers want a sales representative who is interested in them, rather than just promoting their own product. While it is a big change, Edelshain suggests that all involved with sales management should take a look at their approach and consider applying a strategy similar to that of business consultants.
For more detail on how to transform your sales management team into a team of business consultants, watch Edelshain’s show on yourBusinessChannel.
Further links/information:
* View this and other business TV shows featuring business experts. http://www.yourbusinesschannel.com
* News about the latest expert business advice and upcoming business TV shows. http://www.yourbusinesschannel.com/blog.aspx
* Business television on your website or blog. http://www.yourbusinesschannel.com/partner.aspx
Contact:
David Chandler
yourBusinessChannel
England, UK
+44 (0) 870 041 0459
[email protected]
http://www.yourbusinesschannel.com
