Page 53 - Consultative Selling

MANAGING CUSTOMER CONCERNS – A PART OF THE
SELLING PROCESS

Evidence-based Sales Process & Planning

The success of the selling process lies
on the shoulders of the salesman and
his capabilities.

The skill with which he cultivates the
situation and leads it to its logical
conclusion will affect the sales deal in a
major way.

Managing the entire sales process calls for
a disciplined evidence-based approach to
selling.

Planning and reviewingdis crucial at every
stage.

As a part of evidence-based sales process
and planning, you will need to put in a lot
of work to equip yourself with the right
approach, right information.

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2/5/2019 53
Approach