The Power of Consultative Selling

by Bryce Webster

Here's a step-by-step guide to consultative selling—a powerful new sales technique that can help you achieve greater success as a sales professional. Consultative selling is based on a partnership principle where you consult with your customer to help identify problems that your company's product or service can solve. This well-organized, easy-to-use guide gives you crystal-clear instructions on how to put this powerful sales concept to work so you can earn greater recognition and reward. You'll — how to work up a customized presentation by matching your products and services to your customer's emotional and business needs * six ways to fulfill your client's basic psychological needs and have him or her eating right out of your hand * a "workbook" of tried andtrue questioning techniques that will help you uncover facts about your dlients' situation, reveal your clients' feelings, and, finally, help clients discover how your company's product or service can meet their needs * six simple wrods you can use to formulate questions that elicit the kind of revealing responses you want * how to respond when customers claim they can get a better price elsewhere * how to recognize and act on the 10 verbal and 19 physical signals that indicate your client's willingness to buy * 13 different proven-effective closing techniques that cover just about any selling situation * how to cultivate long-term relationships with clients that result in repeat sales which take less time, bring in more money, and are more pleasurable than trying to win over new prospectsPlus, dozens of actual case studies and concrete examplesto show you how consultative selling works in typical sales situations.

200 pages, Hardcover

First published April 10, 1987

Reviews

[Venkatesh Upadrista · Rating 5 out of 5]

After receiving a copy of the book , i thought it would be interesting to glance at the book first. After I spent the first few minutes browsing the book, it got me interested and i started to understand the concept defined in the book.

And i was amazed!!!
Bryce has provided a very clear and precise way on how selling needs to be done in this generation of technology. He has provided different perspectives which makes the book even more interesting.
After reading the book, one can easily master the art of consultative selling. I would strongly recommend this book to any sales person, who has to desire towards consultative selling.

Book Review by Venkatesh Upadrista, who is working in an executive leadership role with a leading IT Service Provider. He is author of several books on topics of Distributed Agile, Consultative Selling and Vendor Management and is well-known for his books. He has performed several studies on evolution of the Information Technology industry, with special focus on disruptive technologies and is among the first few authors who have written books on Distributed Agile. During his career, he has led some very large and complex initiatives successfully and has coached more than 500 teams on topic of lean and agile.

Email: venkatesh@venkateshupadrista.com
LinkedIn: https://www.linkedin.com/in/venkatesh...
Website: www.venkateshupadrista.com

[Deep Driven · Rating 4 out of 5]

Respect people to think that they will be respect you back or not " it's totally depend on your words which you are selling to the people in the form of ideas''.