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The Seven Roles of Consultative Selling ™


1. STRATEGIZE – The Role of the Navigator

  • Clearly Define Your Outcome
  • Determine Your 12 Month Sales Targets
  • Plan Your Daily, Weekly, and Monthly Activities to Achieve Your 12 Month Target
  • Gain Agreement and Consensus
  • Assess Your Territory or Account Base
  • Identify New Opportunities
  • Become an Industry, Customer, and Product Expert

2. PROSPECT – The Role of the Hunter

  • Identify Your Ideal Client Target (ICT)
  • Learn the Communication Protocols of the Client
  • Identify the Decision Making Hierarchy
  • Develop a Compelling Benefit Statement
  • Schedule the 20 Minute Phone Call
  • Working with Gatekeepers (Hunters)
  • Overcome Contentment and Complacency

3. DISCOVER – The Role of the Detective

  • Design Though-Provoking, High-Yield Questions
  • Shelve Your Presuppositions and Assumptions
  • Initiate an Impact Discussion
  • Prepare Situational and Gap Questions
  • Gain Consensus on the Severity of the Problem
  • Build Trust, Rapport, and Credibility
  • Understand Temperament Styles
  • Become a Trusted-Advisor and Partner

4. PRESENT – The Role of the Pharmacist

  • Demonstrate Your Competitive Advantage
  • Blend Needs with Tangible Solutions
  • Deliver Benefits, Value, and Outcomes
  • Avoid the Feature Dump
  • Differentiate and Position Your Unique Value Proposition
  • Sell Value, Not Price
  • Quantify Your Solution’s Impact
  • Employ the Four Quadrants of an Effective Presentation
  • Gain Consensus and Buy-In

5. MITIGATE – The Role of the Therapist

  • Flush-Out Uncertainties and Objections
  • Make Objections Your Best Friend
  • Deal Effectively with Sticker-Shock and Price Resistance
  • Apply a 5-Step Method for Managing Any Objection
  • Eliminate “But” and “However” From Your Vocabulary
  • Avoid a Defensive Posture and Maintain Positivity

6. CLOSE – The Role of the Pilot

  • The Five Most Common Buying Signals
  • The Use of “What are your thoughts” and “How do you feel about”
  • Seven Conversational Closing Methods
  • Why the “Always Be Closing” (ABC) Method is Antiquated and Ineffective

7. IMPLEMENT – The Role of the Framer

  • Confirm Outcomes with Your Customer
  • Be Transparent and Manage Customer Expectations
  • Gain Consensus on the Details
  • Always Have a Contingency Plan in Your Hip Pocket
  • Deliver More Than You Promise – Or, At Least What You Promise
  • Allow the Customer to Define Exceptional Service

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