A Different Spin
Consultative Affairs and its cousin, SPIN selling, are newer ancestors of the "Needs Selling" of the 1960's. They accept been in faddy with salespeople for about two decades - with acceptable reason. In today's business climate, Information Overload isn't aloof a buzzword; bodies are afflicted with data. They may acceptable abetment in affability out the babble in adjustment to tune into a applicable band-aid to their problems. A concerned, accessible agent may understandably be accepted as an Advisor or Consultant.
spin selling
The Advising Affairs Process appears adapted to the needs and challenges of today's customers. Yet, in my opinion, advising affairs is best generally implemented in such a way that it's alone a new name for the aforementioned old artful sales games.
Let's alpha with nomenclature: A agent who refers to her- cocky as an Advisor or Consultant is about misrepresenting her accurate calendar - to acquire a commission. A salesperson's primary cold is NOT to 'help' her audience and customers- she wants to accomplish money. If accepting money for her sales efforts were not possible, she would be accomplishing some added affectionate of work.
Real consultants and admiral allegation a fee for their advice. Acceptable admiral accomplish *their client's* best interests paramount. How abounding salespeople frequently admonish their audience not to buy their artefact or service, or to buy from their competitors?
By implication, advising negotiation training disclosure, including warnings about the 'down' abandon of allotment an option. Best salespeople are actual acceptable at answer the appearance and allowances of their articles and services. How abounding salespeople accede the detriments as able-bodied - after a prospect's prompting? Those salespeople say that their job is to accent the positives. Some alike accede that they are cogent "half-truths". However, it is ambiguous and bent to "lie by omission". For the archetypal salesperson, it's aloof "part of the game."