BUSN1091

Consultative Selling

Week2 Reading: Applying Consulting Skills Week 2

Review Questions25points

1.Alan Gillies, managing partner of Actando says:“Start framing your sales discussion as away to solve problems instead of a sales pitch and you’ll see the difference immediately.”Do you agree? Why or why not? Provide an example of what Alan might mean by this.

2.The reading discusses how buyers today want to help their organizations with“strategic priorities.”In other words, buyers want to hear from sellers how a product or service could help them reduce costs, increase profits, increase quality,increase effectiveness and efficiency, etc. If this is true, why do you think so many salespeople ignore these priorities?

3.What is the point of the Ben Duffy story? Why did Ben Duffy and the prospective clienttrade lists?

4.What are the four barriers that buyers experience?Why would knowing about these four barriers mean less to the process of the transactional salesperson than the consultative salesperson?