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" ... 5.Coaching and Consultative Orientation - Coaching is a process that aims to improve individual or team performance and focuses on the 'here and now' rather than on the distant past or future. In coaching, the coach is helping the individual or team to improve their own performance: in other words, helping them to learn and reflect. Demonstrating a consultative orientation is a discovery context where asking open ended questions, and suspending judgement, and guiding individuals or teams to learning as a result of exploring diverse questions. Board directors and CEO’s need to be alert that organizational design structures have evolved from hierarchical structures into more high performance work teams where collaboration behaviours are more revered vs command and control behaviours. Conducting a benchmark assessment of your organization’s culture in terms of emotional and social intelligence will give you clearer insight on the strengths or the blockages of knowledge flow across your organizations work processes. ... "
" ... B2B sales organizations have certainly had to adapt in 2020 and will continue to evolve into the new year. Companies who leverage integrated tools, embrace video, encourage collaboration and unlock the consultative powers of their sellers will find sources of competitive advantage in a very dynamic environment. ... "
" ... The necessity to set appointments with customers — as opposed to some companies' pre-Covid-19 practice of just showing up — has created an opportunity to enter into more of a consultative relationship instead of just taking a quick sales order. You likely now need to set up appointments with clients who you need to see in person, so you can turn your typical sales call into an opportunity to solve issues and create client relationships based on trust. Solve issues for them, and you'll thrive in your business. ... "
" ... When doing consultative selling, it is important to build trust and credibility with the prospect, and “misspeaking” or providing inaccurate statements can be a way to quickly lose both. If you are going to comment on competitors, make sure you can validate what you are saying. ... "
" ... “Not every purchase will take place without the need for a human, consultative touch, but engagements will increasingly start digital,” Foster adds. “In insurance, we’ve already seen this take hold on personal lines, but we’re also now seeing increased interest in more traditional commercial lines for both selling and servicing through digital channels. While insurance relies on very infrequent consumer touch points, customers are still often looking for a consultative approach. This will remain, but in today’s environment, consumers will first start the buying process digitally.” ... "