Consultative Selling Presentation

Principles of Consultative Selling Ohio University Innovation Center June 16, 2011

Ed Burghard Retired P&G Harley Procter Marketer OBDC Executive Director ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Agenda ,[object Object],[object Object],[object Object]

Consultative Selling Model ,[object Object],[object Object]

Process Steps ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Create Rapport ,[object Object],[object Object],[object Object],[object Object]

Define The Problem ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Define The Desired Result ,[object Object],[object Object],[object Object],[object Object]

Problem Statement Template ,[object Object],[object Object],[object Object]

Define Your USP ,[object Object],[object Object],[object Object],[object Object]

Present Your Proposal ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Benefits vs. Features ,[object Object],[object Object]

Feature or Benefit? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

5 Whys Model ,[object Object],[object Object],[object Object],[object Object],[object Object]

5 Whys Example ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Examples ,[object Object],[object Object],[object Object],[object Object]

Review ,[object Object],[object Object],[object Object]

Consultative Selling Presentation

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