Page 46 - Consultative Selling
P. 46

MANAGING CUSTOMER CONCERNS – A PART OF THE
                                          SELLING PROCESS






              The following are the steps involved in the ‘Sales Process’:









                                                Prospecting and
                                                   Qualifying





                  Following Up and                                           Planning the
                     Servicing the                                          Sales Call: The
                       Account                                              Pre-approach













               Confirming and                                                 Approaching the
              Closing the Sale                                                     Prospect










                                Negotiating                             Sales
                               Resistance and                    Presentation and
                                 Objections                       Demonstration
















                                       Consultative Selling - A new
              2/5/2019                                                                            46
                                                  Approach
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