Clients come to you because they have problems they need to solve. But for many China sales teams, the only problem is how to transact on this deal right now. That leaves a lot of money on the table, because the client has a whole range of problems, and he is looking for answers - not transactions. How can a salesman be a problem solver? Its time for China sales professionals to start acting like consultants who get paid to improve the overall business of their clients and not just suppliers of parts and services.

Read the rest of “Add Value by Consulting - Not Pushing” or post a comment >>