Selling 1.0
When you act as a consultant, this is the sales methodology.
What is consultative selling
According to the US Bureau of Labor Statistics. this occupation is the 2nd largest.
What is Selling?
Two of the many questions one would ask when trying to sell a pen might be . . . .
What is the color ink you like to use, do you like ball points or fountain pens, do you prefer fine point or regular, other.
When trying to compare your product or service in a more positive light than the competition, this is what we call . . . .
What is an advantage?
Features are for the product. This is for the customer . . . .
What are benefits?
Whether you are selling an idea, a product, a project or a service, you must enter this situation with an understanding of your audience. This is called . . . .
What preparation?
The acronym FAB.
What are features, advantages and benefits?
Above all else, we sell . . . .
What are solutions?
A common mistake is made when a sales rep continues to talk about . . . .
What are features?
When discussing available sizes, available colors and available case pack, we are discussing . . . .
What are features?
No matter what you are pitching, your audience will probably have some of these.
What is reservations or objections?
Features tell and this sells . . . .
What are benefits?
This type of selling approach that is problem-led (rather than product-led) is called . . . .
What is solution selling?
Most of us purchase based on . . . .
What is emotion?
A benefit of a Michelin tire might be . . . .
What is safety?
After discussing each feature, in your head you should always say this to yourself . . .
What is "and this is what it means to you".
This pitch is designed to give the audience just enough information that they will have a sense of what you are talking about and want to know more.
What is an elevator pitch?
In consultative selling, the sales person creates this.
What is value?
This type of sale is one in which the customer’s decision to buy is limited to three issues: They are: Features, Price and Availability
What is transactional selling?
In the price/value formula, this is considered a mere perception.
What is cost?
Comes usually at the end of an elevator pitch, this is a very important way to close.
What is a call to action?
We buy on emotion and we justify with this . . .
What is logic?
One of the most important items of value (or benefits) in the price/value formula is . . .
What is YOU?
A sales strategy dependent on long-term connections is called this type of selling . . . .
What is relationship selling?
This is the sales process that serves the buyer primarily interested in price and convenience.
What is tranactional selling?