Paperback, 216 pages
Published April 10th 1987 by Prentice Hall Press
ISBN: 0136862705
ISBN13: 9780136862703
Here's a step-by-step guide to consultative selling, a powerful new sales technique that can help you achieve greater success as a sales professional. Consultative selling is based on a partnership principle where you consult with your customer to help identify problems that your company's product or service can solve. This well-organized, easy-to-use guide gives you crystal-clear instructions on how to put this powerful sales concept to work so you can earn greater recognition and reward. You'll discover:— how to work up a customized presentation by matching your products and services to your customer's emotional and business needs
* six ways to fulfill your client's basic psychological needs and have him or her eating right out of your hand
* a "workbook" of tried andtrue questioning techniques that will help you uncover facts about your dlients' situation, reveal your clients' feelings, and, finally, help clients discover how your company's product or service can meet their needs
* six simple words you can use to formulate questions that elicit the kind of revealing responses you want
* how to respond when customers claim they can get a better price elsewhere
* how to recognize and act on the 10 verbal and 19 physical signals that indicate your client's willingness to buy
* 13 different proven-effective closing techniques that cover just about any selling situation
* how to cultivate long-term relationships with clients that result in repeat sales which take less time, bring in more money, and are more pleasurable than trying to win over new prospects
Plus, dozens of actual case studies and concrete examplesto show you how consultative selling works in typical sales situations.
