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Principles of Consultative Selling Ohio University Innovation Center June 16, 2011
Ed Burghard Retired P&G Harley Procter Marketer OBDC Executive Director ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Agenda ,[object Object],[object Object],[object Object]
Consultative Selling Model ,[object Object],[object Object]
Process Steps ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Create Rapport ,[object Object],[object Object],[object Object],[object Object]
Define The Problem ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Define The Desired Result ,[object Object],[object Object],[object Object],[object Object]
Problem Statement Template ,[object Object],[object Object],[object Object]
Define Your USP ,[object Object],[object Object],[object Object],[object Object]
Present Your Proposal ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Benefits vs. Features ,[object Object],[object Object]
Feature or Benefit? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
5 Whys Model ,[object Object],[object Object],[object Object],[object Object],[object Object]
5 Whys Example ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Effective Objection Handling
Examples ,[object Object],[object Object],[object Object],[object Object]
Review ,[object Object],[object Object],[object Object]
Question & Answer

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Consultative Selling Presentation

Hinweis der Redaktion

  1. Example #1 Feature Example #2 Feature Example #3 Feature Example #4 Benefit Example #5 Feature Example #6 Feature
  2. Example #1 Non-committal (unsure if it is seen as a valuable benefit to solve an existing problem) Example #2 Indifference (didn’t internalize the benefit as meaningful to their problem) Example #3 Objection Example #4 Acceptance