Hmmm. Not completely convinced. What do you think?
Come again? I can hear you say. Its one of the main objectives for the first call isn’t it? Find out what the client wants to buy, find out how much he wants to buy it for, then sell it to him. Simple.
True, and that advice can be good advice, but on the condition that you know the client well, and that in having done a good job for them in the past, you have built up a large level of trust.
The consultative sell
The two call sell (by Dough Clough, from at least 15 years ago!) tells us the purpose of the first call in a two call, or consultative approach, is to establish trust and rapport, and to identify a need opportunity or want on the client’s behalf. The idea being having provided a solution to the problem identified in the first call, and leveraging the…
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