Difference between revisions of "Consultative sales"
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| − | * Listen carefully to customer needs | + | ** Listen carefully to customer needs |
| − | * Uses '''open questions''' aimed to explore the needs | + | ** Uses '''open questions''' aimed to explore the needs |
| − | * Summarize needs | + | ** Summarize needs |
| − | * Create a 'personalized value proposal' | + | ** Create a 'personalized value proposal' |
| − | * Joinly develop the solution | + | ** Joinly develop the solution |
| − | * "He understands my problem" versus "He understands his solution" | + | ** "He understands my problem" versus "He understands his solution" |
| − | * '''Even a consultative sale needs to be finalized using closed questions''' | + | ** '''Even a consultative sale needs to be finalized using closed questions''' |
| − | * Less need for marketing | + | ** Less need for marketing |
See also: [[Manipulative sales|Manipulative sales]] | See also: [[Manipulative sales|Manipulative sales]] | ||
| − | [[Category: | + | [[Category:sales]] |
[[Category:M16]] | [[Category:M16]] | ||
Revision as of 19:04, 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
