Consultative Selling Skills: Mastering the Art of the Sales Opening

This sales training diagram offers a visual guide to the opening phase of consultative selling. It breaks down the buying cycle, outlines the SPANCO steps—Suspect, Prospect, Approach, Negotiate, Close, Order—and provides strategies for how to effectively open a sales call. The diagram emphasizes understanding and identifying the 'MAN'—Money, Authority, Need—to ensure a targeted and efficient sales approach. Additionally, it gives pointers on crafting a persuasive opening statement by considering the guidelines and benefits that resonate with the customer.

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