Consultative Selling: Techniques and Strategies

Author: McKinsey & Company Marketing Consultants
Publisher:
Publish Date: 2005-03-01
Features: Win-Win Effect Consulting Selling Complete Guide. Unveils how sales managers, sales representatives, and top sales professionals can build trust and partnerships with key clients to achieve significant sales performance growth. As a sales model, as well as a sales technique, consulting selling emphasizes a shift in sales philosophy—from a persuasion-based purchase approach starting with product promotion to a consultative service approach gradually helping clients solve problems. The sales effect also transforms from closing single transactions to facilitating a series of transactions. However, in practice, there are still misunderstandings or distortions of this sales model by operators, leading to the failure to fully leverage the unique advantages of this technique. This book is concise in language and supplemented with illustrative framework language, primarily introducing: the true meaning of consulting selling, the key points and processes of successful consulting selling, and through an in-depth analysis of the successful operation of consulting selling, it legitimizes consulting selling and provides more rational and efficient techniques and strategies for its operation.