Sales is often about personality. We all have unique styles of engaging with our customers and prospects. Some of us are consultative, and some of us lean towards transactional selling.
There's no doubt that BOTH are required to be successful. These days, customers have a lot of information available to them already through the various forums. So sales people must dig a little deeper into customer needs and THEN position the product accordingly. That's different from just trying to push the product and its benefits. And that's also different from just helping the client ask the "why".
If you don't push the product at all then you likely won't make the sale, and if you only push the product, you will invite more competition in.
Take this 5 min assessment to see what your sales personality is, and what you can do to adjust. There is no right or wrong answer. So be honest!
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