Chapter2

Chapter 2: Developing a Personal Selling Philosophy and Body Language

Subject | Wilson Learning | Chapter 2 |

Consultative Selling | Two day face-to-face application oriented workshop. Key learnings are: being able to understand the consulting process, how to build trust at the beginning of a consultative relationship, understanding the client’s needs by asking fact and feeling finding questions, how to develop and present solutions, and how to avoid and resolve dissatisfaction. | An extension of the marketing concept, emphasizes on 2 way communication, asking the right questions but listening to the answer. It helps buyers make intelligent decisions. Focus is on needs discovery, needs satisfaction, service the sale, don’t over power, negotiation, and no high pressure. |

Strategic Planning | Understanding the few areas that are the most crucial for the businesses success. Learn how to ‘uncover customers’. Learn how to adapt, create, and position the business value to meet requirements. Make non-product-oriented strategic business calls. Manage your primary contact > gain access >conduct SBC. | Matches the firms’ resources to market opportunities. Takes in account – workplace, production capabilities, and marketing. |

Transactional Selling | Can identify customers’ needs and issues, establish valuable customer connections. | Business transaction vs. Relationship selling. Less of a need for sales people. Includes Telesales, Direct Mail, and Internet. |

Adaptive Selling | Performance improvement, best evaluation approach, change indicators, | Altering sales behaviour during customer interaction. Improves communication. Key element of the problem solving stage. |

Relationship Selling | People buy from people they are comfortable with. Manage contacts in a way that offers greater satisfaction and increases loyalty. | Personal selling. Requires: securing, developing, and maintaining long term relationships. |

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