Menu
August | 2024
Recognition for a Journey of Research, Work, Learning, and Continuous Innovation
"Being part of this select group of distinguished companies and leading this ranking fills us with pride and drives us to continue innovating to offer the best to our customers."
How to Escape the Trap of Transactional and Reactive Selling to Transition to Consultative and Proactive Selling
In our 23 years of experience in Latin America, working with High Technology, IT Services, Telecommunications, and Consulting companies, we have observed a predominant trend among salespeople: many resemble a "walking brochure," showcasing extensive knowledge about their products and features. However, this approach is rarely well-received by decision-makers, limiting these salespeople to interacting with individuals who are well-versed in technical jargon but often lack the authority to decide on a solution.
On the other hand, there are sales profiles that manage to build trust with their clients, especially with decision-makers, by demonstrating deep industry knowledge and understanding their clients' specific challenges. These salespeople are able to design solutions that deliver tangible business benefits, enabling them to establish stronger and more effective relationships.
"Our approach is designed to counter common challenges such as price wars and commoditization. Our mission is to transform sales teams into trusted advisors, capable of solving their clients' business problems."
Consultative Selling as a Necessity:
Why It Should Matter to You
Today, consultative selling is key to generating the essential margins that sustain a solutions sales company.
By applying the program's strategies, sales representatives achieve immediate results, gain skills to identify needs, communicate value, optimize their channel, and manage time efficiently, thereby reaching their full potential.
Our comprehensive commercial transformation program, developed in collaboration with our clients, offers a practical and collaborative approach to mastering sales. With hands-on exercises and expert guidance, participants learn to identify, develop, and close deals while extending the sales cycle through effective strategies.
Follow this link to read the full article.
Newsletter Subscription
Receive dedicated information and content from mb&l in your email.