** Listen carefully to customer needs
** Uses ''open questions'' aimed to explore the needs
** Summarize needs
** Create a 'personalized value proposal'
** Joinly develop the solution
** "He understands my problem" versus "He understands his solution"
** ''Even a consultative sale needs to be finalized using closed questions''
** Less need for marketing

See also: [[Manipulative sales]]
bag
sales_public
created
Fri, 10 Jun 2011 08:59:46 GMT
creator
dirkjan
modified
Fri, 10 Jun 2011 08:59:46 GMT
modifier
dirkjan
tags
M16
M4
Term
creator
dirkjan