If sales people stopped selling at people and instead helped people to buy they would smash their targets and grow loyal and faithful customers! We could call this style of selling “Customer Focussed Selling”. It suggests understanding the unique needs of customers, joint problem-solving and collaborative solution design. It is truly Consultative Selling.
All our materials on selling and account management skills and processes focus on the truth that people are more likely to buy solutions they have had a part in designing. Of course products and their features and benefits ultimately figure in all of this but only in showing how solutions can be validly delivered.
If you are looking for sales training material on this approach to selling you will find plenty of it on our site.
Look for something completely different. Buy it, download it and use it. You can always customise the sales training materials to meet your needs and make them even more powerful.