Selling 101: Consultative Selling Skills for Entrepreneurs, Free Agents, Consultants. Finding Prospects; Face-to-Face Sales Calls;Consultative Selling; ... (Small business sales training series) by Michael McGaulley

Author:Michael McGaulley [McGaulley, Michael]
Language: eng
Format: azw3
Publisher: Champlain House Media
Published: 2013-12-16T05:00:00+00:00

Chapter 13: Selling By Asking Questions: Modeling the Consultative Selling Wedge In Action

In the previous chapters, we examined the how-to of using the Consultative Selling Wedge as a selling tool.

In this chapter, we'll see the Wedge in action in a typical dialogue between a customer and a sales person. This dialogue between a Sales Person (here SP), and a Decision Maker (DM) will help you get a sense of how the questions in the wedge sequence fit together into a conversational flow.

Notice how in practice the three types of questions tend to flow together in a natural, conversational way. When used with skill, the DM does not hear the clanking of gears as the SP shifts from one band of questioning to the next.

In this example, the Sales Person is marketing an improved word-processing system. He is hoping to convince the Decision Maker, here the managing partner in a law firm, to install this equipment in place of an older system that is now in place. This is the seller's first call on this Decision Maker.

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