Providing what is Valuable to the Customer and Gaining Commitment to Action. with Duane Weaver. OUTLINE. Providing Value Productive questioning Assessing productivity Don’ts Focus forward Consultative questioning Gaining Commitment Closing the Sale – the ultimate?.
with Duane Weaver
“You can direct a customer’s attention by the way you ask them a particular question…only by establishing what that value is will you be able to see whether you can in fact provide that value which in turn will make it easier for the customer to buy from you.”
Martin & Colleran, 2003, SOLD! How to make it easy for people to buy from you, p. 26.
Please get into groups of four and discuss a familiar sales situation that one of you has recently been in(come up with one type of question for each quadrant of the following grid that may have been asked or could have been asked):
Directs Business Outcome
Consultative Questioning Cycle:
Martin & Colleran, 2003, SOLD! How to make it easy for people to buy from you, p. 64.
Martin & Colleran, 2003, SOLD! How to make it easy for people to buy from you, p. 75.
These will added into your grade for the project (all three are due March 1st right after reading week).
HAVE A GREAT DAY!