Consultative sales

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Revision as of 08:09, 25 August 2020 by Dirkjan (talk | contribs) (Created page with "* Listen carefully to customer needs * Uses '''open questions''' aimed to explore the needs * Summarize needs * Create a 'personalized value proposal' * Joinly develop the sol...")
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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

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