Consultative Selling Methodology
7. Questions are key to influencing
Introduction
1. The Buying Cycle
2. Value drivers
3. Customer needs
4. Timing is everything in major sales
5. The Value Scale
6. Implied & explicit needs
7. Questions are key to influencing
Conclusions
Additional resources
Exercises: Consultative selling
Course feedback
Assessment
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Consultative Selling Methodology
Content
Introduction
1. The Buying Cycle
2. Value drivers
3. Customer needs
4. Timing is everything in major sales
5. The Value Scale
6. Implied & explicit needs
7. Questions are key to influencing
sample
Conclusions
Additional resources
Exercises: Consultative selling
Course feedback
Assessment
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7. Questions are key to influencing needs
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