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Consultative selling model for higher education
Benefits of utilizing the consultative selling model for higher education with airSlate SignNow
By utilizing airSlate SignNow's consultative selling model for higher education, you can streamline your document processes and enhance collaboration among staff and students. With features like document templates and customizable fields, airSlate SignNow offers a comprehensive solution for all your signing needs. Experience the benefits of a more efficient workflow and increased security with airSlate SignNow today.
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FAQs online signature
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What are the 4 types of selling techniques?
The four types are transactional selling, solution selling, consultative selling, and provocative selling. Each type has its own set of characteristics and works best in certain situations.
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What are the four stages of consultative selling?
The 4 principles of consultative selling Ask (the right) questions. The main goal of consultative selling is to help your prospects discover a solution to their problems. ... Practice active listening. You can't consult if you don't know what you're consulting on. ... Educate your potential customer. ... Be authentic.
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What is an example of a consultative selling strategy?
An example of consultative selling may occur when a customer visits an appliance store to purchase a refrigerator. The consultative salesperson asks the customer questions about what's motivating them to buy a new refrigerator. The salesperson uses the information to present products that satisfy the needs.
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What are the 4 stages of the selling process?
Stage One: Lead Generation and Qualification. Stage Two: Lead Conversion. Stage Three: Sales Management and Deal Closing. Stage Four: Post-Sale Actions.
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What are the 5 steps in strategic consultative selling?
The Consultative Sales Process Step 1: Research (and Then Research Some More) ... Step 2: Ask (the Right) Questions. ... Step 3: Active Listening. ... Step 4: Qualify Prospect. ... Step 5: Inform/Collaborate. ... Step 6: Close.
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What is the 4 step sales approach?
The purpose of money is to be exchanged for goods or services therefore based on the above definition, Sales run this world. There are four Steps in the sales process: 1) Greet, 2) Qualify, 3) Present, 4) Close.
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What are the 5 parts that make up the consultative selling framework?
The Consultative Selling Framework Prepare. Research your prospect's role, as well as common challenges in their industry and recent changes at their company, to plan for a productive and engaging meeting. ... Connect. ... Understand. ... Recommend. ... Commit. ... Act.
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What are the steps in consultative selling?
To truly master a consultative sales approach, consider the following best practices that ensure efficacy, authenticity, and customer satisfaction. Actively listen. ... Personalize solutions. ... Build trust. ... Educate your customer. ... Adapt to feedback. ... Research and prepare. ... Build rapport. ... Ask open-ended questions.
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and we started doing this around 19 let's call it 1980 props to david sandler and sandler training systems okay he came up with this in the 60s but he really blew up in the 80s okay the whole consultative sales you all have heard this you've all been trained on this i'm going to do a consultative sales it doesn't work today let me give you an example consultative sales is asking logical questions it's asking your prospect logical questions to identify the needs of their client if i ask a logical question i'm going to get a blank answer fill in the blank logical say say it again emotional opposite if i ask a logical question i'm gonna get a logical answer okay if i ask a logical surface level question i'm gonna get a logical surface level answer let me it will make a lot more sense when i explain it to you let me give you an example of personal life you ready picking my son up at school how was your day hey buddy how was your day what do you think the answer is who wants to take a guess you've never met my son before what's the answer good good yeah how was your day good what'd you learn what'd you learn nothing boom we said it at the same time right yet so many of us have been trained to do exactly this in our sales career why did this work before this worked before because it was better than telling somebody what to do and up until about five years ago more like two or three years ago the people we were talking to required us to get information they didn't have social media they didn't have their phones they didn't have youtube they you can find anything you want to know about anything anywhere anytime right from your phone apple or android doesn't matter pick your poison all the information is right there so in the past if i asked logical questions and you desperately needed to know something you would do the heavy lifting of getting that conversation going all right it doesn't work today
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