CONSULTATIVE SELLING        A structure for: v    In-depth analysis of account’s opportunities to improve their business results. v    Identification of short-term and long-term solutions that help account capitalizes on the opportunities. v    Creation of a value for the proposed solution in the mind of the account.

 

Consultative selling provides a structure for:

v   The in-depth analysis of an account’s opportunities to improve their overall business results, in areas as diverse as profitability, productivity, product quality, and customer satisfaction – even the account’s ability to maintain a competitive position in the marketplace.

v   The identification of both short-term and/or long-term solutions that help the account capitalize on these opportunities, to both the account’s and the Company’s advantage.

v   The creation of a value for the Company solution in the mind of the account – a value which can be calculated in terms of cost, quality, time or any other measure that is meaningful to that particular account and its decision maker.

 

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