Difference between revisions of "M16-S4 - Consultative selling"
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Latest revision as of 19:52, 27 August 2020
- Listen carefully to customer needs
- Uses open questions aimed to explore the needs
- Summarize needs
- Create a 'personalized value proposal'
- Joinly develop the solution
- "He understands my problem" versus "He understands his solution"
- Even a consultative sale needs to be finalized using closed questions
- Less need for marketing
See also: Manipulative sales
