If there is one sales approach that an independent management consultant should master, my recommendation is SPIN Selling. SPIN Selling is the brainchild of Neil Rackham who wrote a book of the same name in 1988.
SPIN was the first approach to try and kill the perception that selling was telling. Sales methodology was (and to most still is) based on asking a few questions, then presenting a solution and then overcoming objections and preventing procrastination. Continue reading