Revenue Enablement for Staffing Professionals | Consultative Selling

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Dan Fisher
Dan Fisher
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January 22, 2021

Preparing For Your Consultative Virtual Sales Meeting: What to Say, What to Show

If you're a sales leader or sales professional working in the staffing industry (or any industry for that matter) than you are no doubt striving to position yourself as an authoritative thought leader. If you attend ...

Dan Fisher
Dan Fisher
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June 08, 2020

Being Customer Focused Means Selling Business Outcomes

My first couple of years in sales I applied the "broadcast pitch mode" approach.   My thinking was I had to do whatever was required to get an audience with prospective customers and once there, my job was to pitch or ...

Dan Fisher
Dan Fisher
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May 11, 2020

Three Tactics for Leading Productive Sales Conversations During a Recession

Lets face it, it’s getting really tough out there.  No, we might not (yet) meet the official definition of a recession which is defined as two consecutive quarters of economic decline, as reflected by GDP in conjunction ...

Dan Fisher
Dan Fisher
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April 23, 2020

How to Continue to Sell Value, Close Stalled Deals

As I mentioned in part 1 of this two part blog series, many sellers are experiencing longer sales cycles and stalled deals. In fact, there are probably more stalled deals in your CRM/ATS then you realize or care to ...

Dan Fisher
Dan Fisher
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July 11, 2019

Eight Sales Exercises To Improve Your Consultative Selling Skills

Like many who decide to go on a diet January 1st, sticking to that diet and exercise routine is difficult just like it is for IT staffing sales professionals adopting and mastering consultative sales skills. With so ...

sales_follow_up
Dan Fisher
Dan Fisher
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April 30, 2019

Examples of Consultative Selling vs. Transactional Selling

Over the past several years we've  been hearing how the IT staffing industry continues to become more and more commoditized.  There are a number of reasons for the staffing industry becoming commoditized including low ...

consultative selling
Dan Fisher
Dan Fisher
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April 29, 2019

The What, Why and Benefits of Consultative Selling

How do you sell?  Whether you know it or not, you have a sales methodology of some kind. For most sellers, they have their own preferred way of selling and typically it centers around the activities they are most ...

insight selling2
Dan Fisher
Dan Fisher
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December 07, 2018

Great Video Illustrating Insight Selling

In case you haven't heard, buyer behavior has dramatically changed. Buyers are empowered and more sophisticated and, thanks to the internet, flooded with information and research overload. At the same time your buyers ...

pain
Dan Fisher
Dan Fisher
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November 16, 2018

Prospecting and Getting Customers to "Admit Pain"

They key to prospecting and creating new sales opportunities resides within the salesperson's ability to get the prospect or customer to admit pain.  Getting customers to admit that they have a business issue that needs ...

Insight Selling-1
Dan Fisher
Dan Fisher
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November 09, 2018

How Top Performers Execute Insight Selling

In case you haven't heard, buyer behavior has dramatically changed. Buyers are empowered and more sophisticated and, thanks to the internet, are flooded with information and research overload. At the same time your ...

insight-selling-1
Dan Fisher
Dan Fisher
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November 07, 2018

What is Insight Selling?

What is insight selling? While it may be a new concept to you and many in the staffing industry, insight selling has been around for years and has been deployed by sales professionals in other industries including ...

searching
Dan Fisher
Dan Fisher
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October 31, 2018

Consultative Sales Strategies for 2019

Adopting a consultative sales approach is paramount for today's IT staffing sales professional.  Gallup Group reports less than half of customers believe sellers adequately address their problems. This problem stems ...

consultative selling
Dan Fisher
Dan Fisher
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October 29, 2018

Six Step Consultative Selling Framework

Not surprisingly, most sellers think and believe they’re consultative in their sales approach. But are they? Think about it for a second. When a customer goes MIA and you’re awaiting candidate interview feedback, do you ...

consultative selling puzzle
Dan Fisher
Dan Fisher
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October 26, 2018

Quick Primer (and reminder) on Consultative Sales Approach

A consultative sales approach is one in which identifying and discussing the needs of the customer including their challenges and issues are the focal point of the conversation and basis for the sale.  Adopting a ...

qualifying-desicion-making
Dan Fisher
Dan Fisher
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October 08, 2018

Accelerate Your Sales Cycle With a Customer Hiring Plan

Accelerating the customer’s hiring and buying process refers to managing all of the tasks and events that must be acted upon and the decisions that must be made by you and your customer from the time the job order is ...

negotiation_table
Dan Fisher
Dan Fisher
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January 16, 2018

6 Common Sales Negotiation Mistakes & How to Avoid Them

If just getting to the sales negotiation stage of the sales process feels like a marathon, what does it take to cross the goal line with terms and pricing that everyone agrees on? There are plenty of missteps, pitfalls ...

buyer_journey_mountain_climb.jpeg
Dan Fisher
Dan Fisher
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March 31, 2017

Why Salespeople Must Understand The Buyer Journey

I think it goes without saying that in this day and age, buyers don't want to be pitched to or feel like they're being sold to.  This old school sales approach offers zero value to the buyer. Instead, I think most sales ...

sequencing sales calls.jpeg
Dan Fisher
Dan Fisher
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March 10, 2017

Structuring and Sequencing Your Sales Discovery Questions

In my previous blog post, How to Prepare for and Open the Sales Discovery Call, I discussed the importance of the sales discovery call itself (for the sales person), and how to prepare for and open the call. Now I'm ...

sales discovery-call.jpg
Dan Fisher
Dan Fisher
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March 08, 2017

How to Prepare for and Open the Sales Discovery Call

In most instances, the sales discovery call is the first real conversation with the prospect, and often the most important conversation.  I would argue that the sales discovery call actually sets the tone for the entire ...

always_be_closing.jpeg
Dan Fisher
Dan Fisher
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January 26, 2017

Why Sales Reps Can't Close

If you have been in sales long enough, especially staffing sales, than you know there are a lot of reasons, reasons outside of our control, for which deals can blow up and fail to close. But there are other reasons, ...

buyer personas
Dan Fisher
Dan Fisher
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November 01, 2016

To Drive Consultative Selling First Build Buyer Personas

I think we all agree that selling IT staffing services and more specifically, differentiating from the competition is really, really difficult.  Fortunately I have an idea that I think can help IT staffing sales ...

buyer persona
Dan Fisher
Dan Fisher
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October 31, 2016

Why Salespeople Must Understand Buyer Personas

A study conducted by Forrester Research tells us that sales professionals must tailor their message specifically to each unique buyer type (IT hiring manager) they interface with because corporate decision makers expect ...

Dan Fisher
Dan Fisher
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October 12, 2016

Seven Tips For Asking Sales Probing Questions

It has often been said (or at least I say it often:) that professional selling is a lot like be a detective or a journalist. What makes a good detective or journalist??  They ask questions. They ask lots of questions ...

Sales Call Planning.jpeg
Dan Fisher
Dan Fisher
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September 23, 2016

To Encourage Consultative Selling, Restructure Sales Onboarding

I had the opportunity to speak at Bullhorn Engage earlier this year.  During my presentation I asked the audience, "how may of you wish your sales reps applied a more consultative sales approach to engaging prospects ...

inner-banner-sales-training
Dan Fisher
Dan Fisher
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March 17, 2016

Seven Consultative Selling Skills to Master

As I have mentioned in my other blog posts on the topic of consultative selling, changes in buyer behavior has created a paradigm shift in the world of sales. Simply put, the customer wishes to engage sales people much ...

ceo_leading_meeting
Dan Fisher
Dan Fisher
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March 17, 2016

Benefits to Adopting a Consultative Sales Approach

With consultative selling the customer's needs are the focal point of the conversation, not the salesperson’s personal goal or agenda or his or her service offerings or their candidate.  With consultative selling the ...

account-planning.jpg
Dan Fisher
Dan Fisher
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March 17, 2016

Consultative Selling Probing Question that Creates Sales Opportunities

Over the past 20+ years there has been a rapid shift from selling features and benefits to that of a consultative sales approach.  The biggest driver for this change has come directly from B2B buyers themselves. ...

Dan Fisher
Dan Fisher
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March 09, 2014

Sales Negotiation & Sales Closing Tips From Pitch Man Don Draper

My brother introduced me to the T.V hit series Mad Men at the conclusion of season 3. I breezed through those first three seasons via Netflix in just a few weeks and haven't looked back since! What's not to love, sales, ...

Dan Fisher
Dan Fisher
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October 22, 2013

Four Sales Negotiation Tips

In my blog posted earlier this month, I shared Three Simple Tips For Sales Negotiation.  If you have not yet read that blog and sales negotiation tips 1-3, you can click here to do so.  Let me now share with you sales ...

Dan Fisher
Dan Fisher
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October 14, 2013

Three Sales Negotiation Tips Part One

While the hammer (the hard sell) at times may be the easiest way to go about a negotiation, it is often not the most effective.  And you can't continue to rely on the old stand by, you know the one.....the "take away."  ...

interview questions
Dan Fisher
Dan Fisher
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February 20, 2012

Five Tips & Examples For Consultative Selling

If you fancy the concept of mastering consultative selling, then I probably don't need to spend too much time spouting the benefits of using consultative selling. You likely know them already: