I am a newbie to the forums. I am no newbie to selling, as the one call close is what my entire sales career has been based on heretofore.
Consultative selling will allow me to sell / close bigger sales. In short, I want to sell quality over quantity. To that end, what free resources can the members here recommend to me so as to get a primer into consultative selling? I'm not interested in spending money in "mind over matter" programs, and I've been cold calling for 12 years, so not afraid of that. Looking for contrasts with consultative selling vs. one call close (always be closing) tactics.
Thanks for any information shared!
EDIT: If I am asking a restaurant owner for $5,000, what would be an optimal sales process? Engage, send e-mail (beautiful collateral), schedule follow up call, offer solution, ask for the sale?