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Consultative Selling

Consultative Selling

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Published by anjaanaadmi

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Categories:Types, Business/Law
Published by: anjaanaadmi on Jul 30, 2012
Copyright:Attribution Non-commercial


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I want to take you through a hypothetical situation. Let’s say

that an application running on your computer develops a

problem. While it is annoying, you can live with it. Until one

day, your computer finally quits.

Being in sales, you realize how important it is to have

your PC working. What happens if you can’t get to your

email or send out proposals due the next day? It just keeps

getting worse. You need your computer to work.

You call the help desk and the representative says, “What

is the problem?” You reply, “My computer is not working.”

Is this enough information to solve your problem? Hardly...

more information is needed, for example:

✔The kind of computer.

✔The application you are having problems with.

✔The length of time you have had these problems.

✔Whether or not you are running other programs

at the same time.

The representative will ask you to perform a task with

the following question, “What happened?” You tell them

and they make a suggestion. If this does not solve the

problem, then:

✔The next task is given and you answer the same

question until the problem is fixed.



This process is called an algorithm. Some of you who are

computer-programming savvy are wondering if I am talking

about the same thing that is used in developing software

designs. Yes, I am. An algorithm is “A set of instructions or

procedures for solving a problem.”

Let’s review what happened with this situation:

The problem with the application had been there

for a while, but it was not bad enough to fix it

sooner. It was annoying, but we could still get the

job done.

That is, until it stopped working. Now we quickly

became motivated to get the problem fixed.

Why do we want to get it fixed? It is vital to be able

to communicate with clients and to get proposals

out to your client on time.

Problem, motivation to get it fixed, productivity,

and personal, all exist.

We then talk to an expert who did not start off with

selling a solution but asked for the problem. Was

“My application doesn’t work” enough information

to provide a solution?

How did the representative get to the problem?

It took an algorithm “A set of instructions or

procedures for solving a problem.”



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