In The Heart of the Home, I write about selling and buying kitchens as well as about designing them. I mention specifically consultative selling.
It was the first named approach to selling that I learned, but that’s not why I prefer it. I prefer it because it makes sense. If selling isn’t finding out what people want and then giving it to them, where’s the good in it?
There’s no trick. It’s not even very clever. Find out what they want, deliver it.
Boom, as they say.
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Consultative selling
