The focus on consultative selling by many salespeople is often great in concept and poor in execution. This failure stems back to one issue and one issue alone—the fact that consultative selling is really about basic skills.
Too many salespeople, especially those with more tenure, are too focused on acquiring and mastering advanced sales skills. What many of them don’t realize is that the phrase “advanced sales skills” is really a misnomer. Advanced selling is really about consistently doing the basics.
Those who are achieving the best results in staffing and recruitment consistently apply the core competencies of basic selling. They don’t have to get “back to basics” from time to time, instead, consciously choosing to stay with the basics.
This approach to being at an advanced level may not seem as sexy as pursuing the complex or convoluted approaches often presented in the latest tomes on selling. However, the increased profits and commissions gained through this approach more than make up for the “dullness” of keeping selling simple.