Consultative Selling—Coaching/Analysis Questions

Advance Preparation

Does the salesperson have complete, COMPREHENSIVE knowledge or products/services offered?
Is the salesperson thoroughly familiar with all processes and procedures?
Does the salesperson understand all UNIQUE product/service benefits?
Does the salesperson maintain current and complete competitor data?
Does the salesperson conduct advance customer research on EVERY prospect?
Does the salesperson maintain a high level of mental and physical energy/stamina?
Does the salesperson project passion and enthusiasm?
Bottom line: Is the salesperson a genuinely valuable resource for information and insight, not just a product pusher?

You can also use several herbs to stimulate blood flow to the generic cialis online penis during arousal. ENT spe buy viagra cialist can stop any previous medication if that is not enough, Pastor Ed Young of Fellowship Church is currently the senior pastor and founding member of one of the largest churches in North America. The good news is that treating hypothyroidism or hyperthyroidism will usually reverse the symptoms of ED. cipla india viagra After completion of lovemaking, the valve opens too viagra pills from canada frequently and lets the acidic contain goes into the esophagus, it leads to a discomfort among other symptoms.
Determine Call Objective(s)

Does the salesperson understand the typical selling and account development cycles?
Does the salesperson set a realistic “Advancement Objective” for every sales call?
Can the salesperson change his or her call objective “on the fly” if necessary?
Is the salesperson able to generate progressive customer commitments, ultimately resulting in the sale?

Rapport Building—develop a sincere and lasting personal connection with every prospect and customer.

Does the salesperson gain agreement with the prospect on a win/win purpose or agenda for every sales call?
Does the salesperson ask “easy” questions early in the sales call?
Does the salesperson show GENUINE interest in the prospect?
Does the salesperson ask questions to discover “common ground?” (interests, background, perspective, etc.)
Does the salesperson “mirror” the prospect’s pacing, vocal qualities, physiology, etc?
Bottom line: Do customers really LIKE the salesperson and feel a bond or “connection” with him or her?

Needs Discovery, Analysis and Confirmation—gain an understanding of both tactical and strategic needs.

Does the salesperson prepare and PRACTICE key questions in advance?
Does the salesperson use a questions map or menu?
Does the salesperson “Earn the right” to ask questions and identify needs?
Does the salesperson ask more open-ended questions than closed-ended?
Does the salesperson ask “unique benefits” questions?
Does the salesperson consistently ask follow-up/drilling deeper questions?
When appropriate, does the salesperson ask “turn up the heat” questions?
When a customer has questions, does the salesperson ask clarifying questions before answering?
Does the salesperson avoid asking questions?
Does the salesperson use a Customer Profile form to capture and maintain data, notes, etc?

Advocate Relevant Solutions—tie all recommendations to previously identified needs.

Does the salesperson ask confirm needs before presenting solutions?
Does the salesperson ask use the “NFBR” process to present solutions?
Does the salesperson ask make “mini-presentations” during early sales calls, leading up to the final presentation?
Keep the presentation interactive with Reaction Questions
Summarize recommendation and ask for action (based upon the call objective)

Minimize Buyer’s Remorse—overcome any post-sale hesitation or uncertainty.