Consultative selling has been around for quite a while. At least as long as I have been in sales and that’s a long time. I find it a little humorous that current authors, sales gurus, and presidents of sales teams feel they are the originator of this selling style. I also find it a little odd that 70 to 80% of the sales professionals I have come in contact with don’t do it. Why is that? To understand this we need to have a basic understanding of what it is.