Consultative Selling

Six Steps in every discussion. The foundation for Customer Communication.

• Establish Rapport: Build trust, two-way communication, and credibility. If they don’t trust you, nothing you say will matter.
• Create Interest: You have less than 20 seconds to gain their willing participation in a discussion.
• Question for Needs: It’s all about the customer. Understand and expand the customer’s perception of their needs so you know what to discuss with them.
• Present Solutions: Solutions, not pitches. Show that customer how your products and services can address the needs that they discussed with you.
• Close for Commitment: Every discussion has a next step. Shorten the time it takes to get to a happy decision with the customer.
• Handle Objections: Objections are your opportunity to find the very reason the customer can be happy to move forward with you.