Consultative Selling Techniques and Strategies (New Marketing Models and Techniques Series)

Author: McKinsey & Company Marketing Consultants
Publisher:
Publish Date: 2005-03-01
Features: Win-Win Effect Consulting-Sales 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 and also a sales technique, consulting sales emphasizes an update in sales philosophy—transforming from a persuasion-based purchase approach starting with product promotion to a consultative service approach gradually focused on helping clients solve problems. The sales effect also shifts from closing individual transactions to facilitating a series of transactions. However, in practical operations, there still remains a misunderstanding or even distortion of this sales model by practitioners, leading to the inability 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 sales, the key points and processes of successful consulting sales operations. By deeply analyzing the successful operation of consulting sales, it legitimizes this approach and provides more rational and efficient consulting sales techniques and strategies.