* Listen carefully to customer needs
* Uses ''open questions'' aimed to explore the needs
* Summarize needs
* Create a 'personalized value proposal'
* Joinly develop the solution
* "He understands my problem" versus "He understands his solution"
* ''Even a consultative sale needs to be finalized using closed questions''
* Less need for marketing

See also: [[Manipulative sales]]
bag
mbi_public
created
Sat, 11 Jun 2011 14:16:52 GMT
creator
dirkjan
modified
Sat, 11 Jun 2011 14:16:52 GMT
modifier
dirkjan
tags
M16
M4
Term
creator
dirkjan