We have discussed this several times. Some people will call it consultative selling, other solution selling but I call it Question Based Selling (QBC)
The day of a fast script and a cold call are dead and gone. The prospect already knows more than ever before and are one click away from most information. This is scary because decisions get forged prior to hearing from a representative. Attacking the problem using quality and direct questions can do so much for your efforts. Ask questions gang.
