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You are here: Home / FAQs / Consultive Selling

Consultive Selling

March 10, 2014 By

How to ask the questions that guide your customer to understand there is a need for your products and services and he should buy now

Time: 1-1/2 hour, 3 hours, or 1 day format

Seminar Description: Successful salespeople have the ability to know what to ask their customers in a way that produces valuable selling information. Consultative Selling gives you the skills to gather information that is essential to sell. You will learn the process to uncover your prospects’ or customers’ needs and buying strategy. You will learn to present your product or service so that your customer wants to buy.

Goals: To teach salespeople how to gather information skillfully and uncover their prospects’ and customers’ needs and buying strategy.

Results: Participants learn an effective strategy for questioning to gather useful selling information.

Participants: Sales personnel and management personnel

Course Content

The Consultative Selling Process: Steps A, B, C, D

  • A: About
    You must learn about your customer’s business before the sales call

  • B: Bad
    Find out what’s bad. Customers need us when they have problems.

  • C: Consequences
    To provide momentum for buying, the consequences of doing nothing need to be identified.

  • D: Desire
    If customers want the solution, this will add to the buying momentum.

  • Implementing the Consultative Selling Process
    Pre-call planning: Objective and outcome
    Opening question
    Identifying Problems
    Strategic Questions: Features and Benefits
    Characteristics of skillful questioning

  • Questioning Application
    Differentiating questions: Economic, User, and Technical Buyers
    Learning the techniques of skillful questioning
    Characteristics of skillful questioning
    Vocal qualities
    Strategies for questioning to maintain rapport
    Asking difficult questions
    Using questions to decrease the sales cycle
    Obtaining testimonials
    Determining buyer’s purchasing strategy
    Asking the Unspoken Questions
    Vulnerability analysis

Posted in: Skills Development Seminars

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About the principal

Would you take auto mechanics classes when you buy a car? Maura did because she wanted to be able to work on her car. She takes that same approach to selling. She can show you how to get below the surface of selling to learn why and how different strategies work. She will show you which skills to implement that will shorten your sales cycle and increase your sales. She was Mobil Oil's first female Lubrication Engineer in the United States and one of Chevron's top 5 salespeople in the country. She knows what works for sales.

"I would recommend your work to other sales organizations who want to get better results from improved selling strategies."
Jamey Rootes
President
Houston Texans

Sales Expert at Allbusiness.com

Selling is the easiest job in the world. Just ask anyone who is not in sales. Read Maura’s ideas on “more brain…less mouth” selling to make your selling easier and more successful.

Maura’s Allbusiness blog posts

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