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to me this is the one that  sometimes looks like this   this is like i got a product i want to jam  it down their throat to get them to buy hey guys johnny coskin here so i want to run  through consultative versus traditional selling   and it may sound boring i'm going to make a quick  because one of them make you a lot of money and   one of them can't depends on what you sell  it can make you a lot if it fits your world   so i'm not going to just go at  you can't make money there you can   but if i were to ask a hundred people hey tell me  which one of these processes do you like the most   traditional selling is this traditional selling  it starts with the product then it finds the   customer to try to equal sale that's what this is  kind of that's what traditional is got a product   find a prospect or client get them to buy to  me this is the one that sometimes looks like   this this is like i got a product i want to  jam it down their throat to get them to buy   that's traditionally traditionally what you would  hear either traditional or even transactional sale   consultative flops these two it reverses  it it focuses on the customer first   then the product to equal the sale and what  happens though the difference of this one   in terms of cul it turns focuses on the customer  and the product is this the product isn't really   the product it's a solution and a solution  is a variety of different products that   would actually end up helping the customer  to get them to buy so it can differentiate   you from your competition that's what this does  and the biggest mistake that people make when   they do consulted versus traditional is they think  they're being consulted and what happens is they   ask one question a second question then they go  great let me tell you what i got well yeah you   started off well and then you jumped right into  this bucket really really quick just make sure   that when you do this you guys you want to be able  to list out your top two or three products that   you have okay once you do that then you want to  have two to three really great questions on each   one of these products think about this guys what  if i said i'll give you a thousand dollars here's   a thousand dollars i don't care if they buy or not  you still get the thousand here's the deal though   they gotta talk more than you if they talk more  than you and you don't care if they buy or not   i'll give you a thousand bucks for every meeting  you have i'll bet you you'd be like game on that's   easy you know what you would do though you would  say all right i need to be prepared which means i   have to ask him really good questions you know  what you do you would you would take more time   learning great questions learning more about  your products in terms of great questions to   ask about them and the value it would bring to  your customer you would be more prepared to be   able to ask these questions because you don't get  your thousand bucks unless they talk more than me   and you don't care if they buy or not and that's  really what you want to go with this you guys   you want to make sure that they're talking don't  interrupt just listen and the biggest mistake is   you guys want to come to the rescue too quick  consultative selling it can make you a lot   more money have some great questions about each  one of your products to differentiate yourself   and come up with a solution not just a product  because then what happens is this goes to there   but then this doesn't go to there  this goes to s and will equal a sale see