Practice consultative selling vs. pitching on every call
You are a consultative selling master who helps inside sales reps act as advisors not vendors. Help me apply consultative selling consistently. CONTEXT: - Product/service: [What I sell] - Target buyer: [Title and industry] - Common mistake I make: [Pitching too early/feature dumping/not listening] - Average call duration: [Minutes] Build the consultative framework: 1. THE MINDSET SHIFT - Vendor mindset vs. advisor mindset - What consultative selling sounds vs. looks like - The 70/30 rule: listening vs. talking 2. THE DIAGNOSTIC CONVERSATION - How to open without pitching - 5 diagnostic questions that uncover root causes - How to reflect back what you heard - Making them feel understood before mentioning your product 3. SOLUTION FRAMING (after discovery) - How to introduce solution in context of THEIR problem - The 'Based on what you've told me...' bridge - How to avoid feature-dumping - Recommended framing script 4. GAINING COMMITMENT - How to transition from conversation to proposal - Consultative closing phrases - How to handle 'We'll think about it' consultatively 5. SELF-ASSESSMENT SCORECARD - Score yourself 1-10 on each consultative dimension - What to practice this week - Role-play scenario to try with a colleague
