For salespeople who want to achieve ongoing sales success in a competitive, constantly changing business environment, this book shows how to develop a mind-set that considers the customer in each part of the selling process. Table of Contents Introduction Part 1: What Is Consultative Selling?
The Power of Consultative Selling
Definition of Consultative Selling
What Is a Mind-Set?
What Consultative Selling Means to Customers
How to Exceed Your Sales Goals
The Difference Between Basic and Consultative Sales Skills
How to Win in a Competitive Market Part 2: Turning Sales Potential into Performance
Your Foundation for Sales Success
Evaluate Your Strengths
Develop Your Growth Strategy
Target Your Sales Goals
Prepare Your Consultative Sales Plan Part 3: Preparing for Your Sales Call
Preparation: The Key to Sales Success
Understand Organizational Needs
Focus on Your Decision Maker
Set Profitable Appointments
Prepare Customer-Friendly Sales Tools Part 4: Conducting the Sales Call
The Sales Call
How Does a Consultative Seller Begin?
Do a Great Needs Analysis
Confirm What Your Customer Wants and Needs
Give a Win-Win Presentation
Turn Objectives into Sales
Close with a Service-Oriented Approach
No Sale Today Part 5: How to keep Customers--For Life
Keep Customers
What Happens if a Customer Has Problems with Service?
Keep Communications Flowing
Establish a Plan to Help Your Customers Objectives To explain overall strategies for successful selling To discuss how to prepare for a sales call To show how to conduct a sales call
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