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The
Consultative Sales Process WOE Fails to Recognize That Clients Also Do Analysis In the consultative model, analysis is the responsibility of the salesperson. But do clients do analysis? Of course they do. With all the Digital Age resources at their disposal, it’s likely that their tools are equal to the salesperson’s. Delays give them opportunity and cause to do their own analysis. Even worse, they are apt to relieve the tedium of waiting by consulting other sales advisors, and resolve the problem without you.
(click graphic to enlarge) The client and salesperson each do their own analysis. The wizard’s curtain works both ways, decreasing the likelihood that they can or will see the issue from the same perspective. WOE leads to Misunderstandings of Customer Objections ... click here |
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