From the course: Field Sales Techniques That Win Customers
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Apply consultative selling techniques
From the course: Field Sales Techniques That Win Customers
Apply consultative selling techniques
Consultative selling techniques is a sales approach that is based in question asking. The purpose of this question-based approach and consultative selling is that it is actually going to result in a very tailor-based proposal or recommendation. In a traditional approach, what you're actually doing is you're trying to see how to make prospects fit into your wheelhouse. You have a traditional list of prospects where you basically say that we can sell to all of them and we just need to figure out how we can spin it essentially. Consultative approach is slightly different to that. It's actually an approach that says we are actually not a good fit for everybody. But what we need to do is figure out the individuals that we are a good fit for. And then once we figure that out, we want to take a deep dive to figure why we're a good fit for them, what type of goals and challenges they have. And then we'll put together a dynamic and custom solution to make sure that we can accomplish it. When I…
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