How to build a Marketing Plan: 
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14 - Selling interview method based on counseling

(Example: a 7-steps method)

Phases 1 to 3 :

The seller tries to understand and is mostly silent.

 1) Listen (to the customer / prospect situation and needs)

 2) Clarify (ask questions)

 3) Summarize (what the customer needs)

to check that there is no misunderstanding


pi-arrig.gif (1666 octets) Phases 4 to 7 :

The seller leads the action

 4) Propose (a solution that matches the detected needs)

 5) Demonstrate (the advantages of the solution)

 6) Welcome the objections (declare we understand them

and be prepared beforehand to answer them

 7) Help the customer to decide (bring a sense of urgency)

pi-separ.gif (1205 octets)

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