https://completemarkets.com/company/CompleteMarkets/Articles/content-package/IMMS-Library/TabCategory/article-post/2288/Producer-Success-Lesson-13-Your-Selling-Style/
... the health food store without asking some questions, and Roy has the answers. So I usually end up munching on sprouts and black beans while discussing some esoteric way to increase the efficiency of one or more of my bodily systems. Roy listens carefully, asks probing questions, then pronounces the solution. What you need, ' Roy might say, is more high-fiber, sunbaked, all-natural, preservative-free vitamin A. Yessir, that'll cure you in no time. Knowing even less about vitamins than I do about health food, I conclude that I ought to buy what Roy recommends. This is an example of consultative selling. Roy is the expert. He has taken the time to get to know me. He listens closely to my problems, searches for the pain, then recommends a solution. ... really have no interest in telling the guy at the car wash about my deepest car-cleaning problems, and he's too busy to care. In this scenario, presentation selling works great. Tell Me About Your Problems On some Sunday afternoons, my car is so clean that I just have to drive somewhere to show it off. One of the more interesting places to go on Sunday is the health food store. It has a snack bar, and Roy, the owner, can usually be found behind it, making tofu on whole-wheat sandwiches. You can't shop at the health food store without asking some questions, and Roy has the answers. So I usually end up munching on sprouts and black beans while discussing some esoteric way to increase the efficiency of one or more of my bodily systems. ...
https://completemarkets.com/Article/article-post/2288/Producer-Success-Lesson-13-Your-Selling-Style/
...d, all-natural, preservative-free vitamin A. Yessir, that'll cure you in no time.' Knowing even less about vitamins than I do about health food, I conc...