资源描述：
《the power of consultative selling》由会员上传分享，免费在线阅读，更多相关内容在行业资料-天天文库。
1、THEPOWEROFCONSULTATIVESELLINGWintheclientthroughconsulting,notgivingadviceByAuthorSincethe1970s,businessconsultantshavebeenspreadingthegospelofconsultativeselling.Accordingtothatgospel,ifyoupositionyourselfasthepurveyorofsolutions,youwillcapturesales,makefriendsandreaprew
2、ardsformanydays.Whilethat’snotinaccurate,consultativesellingisoftenmisunderstood.I’veseenmorethanafewproducersequate“consult”with“advise.”Theirbrandofconsultativesellingamountstogoinginandtellingtheprospectwhatheorsheoughttobedoing,thenadding,“Oh,andbytheway,myproduct/ser
3、vicedoesexactlythat.”Consultativesellingislessaboutadvisingandmoreabouthelping.Intrueconsultativeselling,thesalesprofessionalcreatesanexperienceinwhichbothparties—sellerandprospect—undertakeproblem-solvingtogether.It’sanexperiencebuiltonsincerityandearlytrust.It’sestablis
4、hedwithdialogueandcharacterizedbyaspiritofonepersonseekingtohelptheotheraccomplishsomethingimportant.SettingthetoneSalesprofessionalscreatesuchanexperienceintwoways:byleveragingtheirgiftsandbydevelopingacoresetofotherabilitiesthatuniquelyequipthemtobeofservice.Leveragingg
5、iftsiseasy.Eachofushastalentsandstrengthsthatcanbetappedwhenwecallonprospectiveclients.Thegiftofhumor,thegiftofempathy,thegiftoftechnicalorindustryexpertise—whateveryouhave,youmustharvestitwhenyouengagewiththepersonsittingacrossfromyouinasalescall.Theprospectwillbegintose
6、eyouforwhoyouare—andwhenthathappens,youtakethefirststeptowardbuildingarelationship.Butit’snotenoughtotapthatinnatetalent.Youmustdevelopotherabilitiesthatgiveyouthepowertocreaterealvalueforyourprospect.Havingworkedwithdozensofproducersandsalesteams,I’veidentifiedthreecorea
7、bilitiesthat,whencombinedwithasalesperson’sindividualgifts,createagenuineconsultativeexperiencethatconsistentlyleadstoapositiveresult.PreparingthroughstudyFirstistheabilitytostudy.EffectivestudyinggoesbeyondaGooglesearchthatyieldsafewquickfacts.Itinvolvesdeeperpreparation
8、.Youmustpicturewhatit’sliketobeinthechairoftheprospectiveclient—envisioningthechallenges,anticip
