| Set the stage. Ask permission to proceed, or check in. Ask questions to gather information about wants, needs, interests, and perspective; and qualify level of desire to meet wants, needs, interests. Transition. Present information. Check in (on what you presented). Transition to the rest of qualifying. Complete qualifying:
One last check in, if appropriate. The Consultative Framework - Another approach The above framework focuses on asking questions early on. If you often need to educate prospects, or if you want to head off certain objections, a slightly different approach might work even better. Set the stage. Ask permission to proceed, or check in. Provide general information about your products/services, etc. Transition to questions. Gather information about wants, needs, interests... (The rest is the same.) |