Sales: Consultative Seller or Scientist?

The concept of "consultative selling" is often misunderstood by salespeople. Sandler sales trainer Chip Doyle thinks it's less about giving advice and more like the scientific method.

"To avoid confusion … salespeople should think of themselves more like a scientist than a consultant." Like the scientific method, selling involves exploration by asking questions, forming a hypothesis, then testing to either confirm or deny it.

Read more from Chip Doyle