Question chaining: Zeroing in on the heart of a customer's answer, then asking follow-on questions that take the answer deeper and broader. Using counseling-based questions to move past objections, like: (Customer: "The program we have in place right now cost us $207,Cheap James Hardy Jersey,000. We can't just scrap it.") Me: "What would happen if you did scrap that program?" Asking "clean" questions, like: "What sorts of things are you doing to get your website noticed?" (vs. "Wouldn't you like to get a 35% increase in web traffic?") The first question invites them to describe what's going right for them. The second question feels like a set-up...if they say yes, they know they're going to get a sales pitch. Asking "irresistible" questions, like: "If your website were doing just what you want it to be doing, how would your business be different a year from now?" Channelling thinking in the direction you want it to go using a kind of decision tree. As a sales trainer, I have adapted my consulting methods to create a six-phase approach to channeling a sales conversation to a natural close. Dissovling objections proactively: Using questions, the salesperson can uncover and raise issues that might cause a problem later on if not addressed. By getting to those issues first,Cheap Santonio Holmes Jersey, the salesperson can often get the customer to propose solutions, thereby avoiding the whole problem of "handling" the objection. Consultative Sales Skills To actually DO consultative selling, you have to learn some of the trade skills of being a consultant. I cut my own consultant teeth as a Franklin Covey training design consultant, using many of the following skills to help my clients integrate solutions. This is not an exhaustive list, but does contain some of the most important skills that pertain to sales consulting. To describe a sales approach as "consultative" doesn't really explain it. It's a broad identifier,Cheap Ronnie Brown Jersey, like saying someone is "religious," which simply puts a person into the category of "believer" vs. "non-believer." Saying someone is a consultative salesperson is like saying he's in the category of "solution-oriented selling" vs. the category of "fast-talking carnival hawker." But it doesn't tell you HOW TO DO it. Are these things a form of manipulation? They could be, in the hands of someone with low integrity. But used with high-integrity and Openhandedly, these skills are a way to influence people to make decisions that serve them. It's your job to help them make the right choice, even if that choice is not your product. Manipulation or Influence? Putting the Consultant in Consultative Sales The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More