QS 2.0 Lesson 3

Question 1 of 3

Consultative selling is based on what fundamental criteria ?

Consultants must use pressure and fast talk to get most people to buy or sell.

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People can be manipulated or tricked into buying or listing.

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It’s based on working with customers, not at them.

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Question 2 of 3

There are eight steps in the first contact. What is the second step?

Say thank you

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Use open questions

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Use a direction statement

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Determine who the decision makers are

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Question 3 of 3

During the first contact vendors may come right out and state that they are not prepared to give you an exclusive listing. Do you…

Discuss the issue of an exclusive listing there and then?

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Propose that you will go away and look at marketing opportunities and come back to them about an exclusive listing

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