What is the first step in consultative selling?

• Give a sales pitch

• Close the deal

• Ask for the sale

• Establish rapport

Why is it important to identify customer needs and preferences in consultative selling?

• Salespeople should focus on their own preferences rather than the customer's needs.

• Identifying customer needs and preferences allows salespeople to provide personalized solutions and increase customer satisfaction.

• Identifying customer needs and preferences is not important in consultative selling.

• Identifying customer needs and preferences can lead to customer dissatisfaction.

What are some effective techniques for identifying customer needs and preferences?

• Sending mass emails to customers, conducting focus groups, analyzing competitor data

• Building Rapport, Asking open ended questions, analyzing customer feedback, observing customer behavior,

• Guessing what customers want, relying on personal opinions, ignoring customer feedback

• Using outdated market research methods, relying on gut feelings, not analyzing customer data

How can you demonstrate empathy towards customers in consultative selling?

• By ignoring the customer's concerns and focusing solely on making the sale.

• By providing generic solutions that do not address the customer's specific situation.

• By interrupting the customer and not allowing them to fully express their needs.

• By actively listening, showing understanding, providing personalized solutions, and following up.

What is the purpose of probing questions in consultative selling?

• To confuse customers and make them unsure of their needs.

• To waste time and prolong the sales process.

• To persuade customers to buy a specific product.

• To gather information and understand customer needs.

How can you adapt your selling approach based on customer preferences?

• By gathering information about the customer's preferences and tailoring the sales approach accordingly.

• By not adapting the selling approach at all and using a one-size-fits-all strategy.

• By guessing the customer's preferences and hoping for the best.

• By ignoring the customer's preferences and using a standard sales approach.

What is the difference between features and benefits in consultative selling?

• Features are the characteristics or attributes of a product or service, while benefits are the positive outcomes or advantages that customers gain from those features.

• Features are the advantages that customers gain from a product or service, while benefits are the characteristics or attributes.

• Features and benefits are the same thing.

• Features are the negative aspects of a product or service, while benefits are the positive aspects.

How can you handle objections from customers in consultative selling?

• Actively listen, empathize, ask open-ended questions, address concerns, provide alternatives, seek feedback

• Ignore the objections and continue with the sales pitch

• Argue with the customer and try to convince them they are wrong

• Dismiss the objections as unimportant

What is the purpose of follow-up in consultative selling?

• The purpose of follow-up in consultative selling is to focus solely on closing the sale.

• The purpose of follow-up in consultative selling is to maintain and strengthen the relationship with the customer, address any concerns or objections, and ensure customer satisfaction.

• The purpose of follow-up in consultative selling is to pressure the customer into making a purchase.

• The purpose of follow-up in consultative selling is to ignore any concerns or objections from the customer.

How can you build trust with customers in consultative selling?

• By not following up on promises

• By providing generic solutions

• By actively listening, providing personalized solutions, demonstrating expertise, maintaining open communication, and delivering on promises.

• By ignoring customer needs and preferences