Consultative Sales Power : Achieving Continuous Success.

Title -- Copyright -- ABOUT THE AUTHOR -- TO THE READER -- DEDICATION -- CONTENTS -- INTRODUCTION -- PART I What Is Consultative Selling? -- THE POWER OF CONSULTATIVE SELLING -- What Is Important to You Today? -- DEFINITION OF CONSULTATIVE SELLING -- Consultative Selling Definition Summary: -- WHAT IS A MIND-SET? -- How Do You Develop a Consultative Mind-Set? -- Exercise: Are You on Target? -- WHAT CONSULTATIVE SELLING MEANS TO CUSTOMERS -- What Do Your Customers Think of You? -- HOW TO EXCEED YOUR SALES GOALS -- What's Your Perspective Now? -- Benefits of Customer-Driven Efforts -- They Look Forward to Speaking to You -- They Want to See You -- You Will Receive More Referrals -- You are Positioned as an Adviser to Your Customer -- You Will Have Less Sale Stress -- You Will Have More Fun -- THE DIFFERENCE BETWEEN BASIC AND CONSULTATIVE SALES SKILLS -- HOW TO WIN IN A COMPETITIVE MARKET -- #1: BE INFORMED -- Who Are Your Competitors? What Do They Offer? -- #2: KNOW THE FACTS -- PART II Turning Sales Potential into Performance -- YOUR FOUNDATION FOR SALES SUCCESS -- FOUR KEYS FOR GUARANTEED SUCCESS -- 1. Positive Attitude -- 2. Extraordinary Work Ethic -- 3. Excellent Selling Skills -- 4. 360º Product/Service Knowledge -- EVALUATE YOUR STRENGTHS -- Exercise: Chart Your Strengths -- DEVELOP YOUR GROWTH STRATEGY -- Your Beginning Strategy Starts with a Realistic Plan -- LET'S START WITH ONE BITE! -- Capitalize on Your Strengths -- Improve Your Proficiency in Basic and Consultative Selling Skills -- Reinforce Your Positive Attitude -- Enhance Your Work Ethic -- Identify Your Demotivators -- TARGET YOUR SALES GOALS -- PREPARE YOUR CONSULTATIVE SALES PLAN -- Identify Important Planning Elements -- CONSULTATIVE SALES PLAN -- #1: Your Keys to Success -- #2: Basic Selling Skills -- #3: Consultative Sales Skills -- #4: Personal Sales Goals.

PART III Preparing for Your Sales Call -- PREPARATION: THE KEY TO SALES SUCCESS -- The Importance of Preparation -- UNDERSTAND ORGANIZATIONAL NEEDS -- MAJOR BUSINESS ORGANIZATION UNITS -- FOCUS ON YOUR DECISION MAKER -- EMOTIONAL NEEDS OF CUSTOMERS -- 1. EGO -- 2. POWER -- 3. PROFIT/GREED -- 4. SURVIVAL -- 5. NEED TO WIN -- 6. STATUS -- 7. SELF-IMPROVEMENT -- Exercise: Identify Customers' Emotional Needs -- SET PROFITABLE APPOINTMENTS -- 1. What Is Your Objective? -- 2. What Are the Methods You Will Use? -- 3. What Are the Benefits to the Customer? -- PREPARE CUSTOMER-FRIENDLY SALES TOOLS -- First Tool: Customer Profile -- Customer Profile -- Second Tool: Priority Sheet -- Priority Sheet -- PART IV Conducting the Sales Call -- THE SALES CALL -- HOW DOES A CONSULTATIVE SELLER BEGIN? -- Tips to Help You Begin -- DO A GREAT NEEDS ANALYSIS -- Enough Time -- Customer-Friendly Sales Tools -- A Method to Discover Wants and Needs -- Benefits of Using Priority Sheets -- CONFIRM WHAT YOUR CUSTOMER WANTS AND NEEDS -- GIVE A WIN-WIN PRESENTATION -- Create the Awareness of a Problem and/or Need -- Demonstrate and Confirm That You Can Help the Customer -- Make the Sale -- It's Your Turn -- TURN OBJECTIONS INTO SALES -- Commonly Heard Objections -- The Objection-Handling Process -- Sample Scenario -- OBJECTION #1: I WANT TO THINK IT OVER -- OBJECTION #2: NO MONEY LEFT IN THE BUDGET -- CLOSE WITH A SERVICE ORIENTED APPROACH -- After the Sale -- NO SALE TODAY -- PART V How to Keep Customers-for Life -- KEEP CUSTOMERS -- Customer Satisfaction: Beyond Customer Service -- Effective Service Checklist -- WHAT HAPPENS IF A CUSTOMER HAS PROBLEMS WITH SERVICE? -- KEEP COMMUNICATIONS FLOWING -- Some Welcome Communications That Are Important to Customers -- ESTABLISH A PLAN TO HELP YOUR CUSTOMERS -- What Can You Do for Your Customers Today? -- CONCLUSION.

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Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2024. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.