Summary: In consultative selling, the sale is made on the first appointment. This is not an outlandish statement. It is true and it can be done! Perhaps, you will not get the check in hand, but you will be further down the road to “closing the deal” than most sales people. The definition for consultative sales is a process by which the sales person establishes a relationship with the prospective client and uncovers her goals, needs, issues and challenges first before offering a sales solution. Ken shares his philosophy about how to conduct a first call appointment. Listen, Learn, Enjoy and Share with a Business Associate! Bumper music provided by Bryan Hunley of New Whyne Music E3C Links: www.BetterSalesandProfitsNow.com (company website) www.twitter.com/KenE3C (Twitter) www.my-business-community.com (community website) www.E3C.typepad.com (Blog) www.E3C.podOmatic.com (podcast) www.E3CPassionateEntrepreneur.pbwiki.com (wiki) www.mybusinesscommunity.ning.com (business social network) Is Your Business A Hobby, Job or Profitable Enterprise? Take the Quiz and Discover For Yourself! Click on this link: www.my-business-community.com/quiz1/player.html (multi-media presentation) Get My Business Tips! Go to my business profile and sign-up! http://mybusinesscommunity.ning.com/profile/KenE3C
