Difference between revisions of "Consultative sales"
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| − | + | * 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|Manipulative sales]] | See also: [[Manipulative sales|Manipulative sales]] | ||
| − | [[Category: | + | [[Category:mbi]] |
[[Category:M16]] | [[Category:M16]] | ||
Revision as of 18:45, 26 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
