Consultative Selling/Mac Hanan 1-5

4 Consultative Selling vs Vending

• The sellers supply profit as their product vs The seller supply product.
• The sellers offer a return on the customer's investment. vs The sellers charge a price.
• The seller uses a Profit Improvement Proposal vs The sellers use a bid.
• The sellers quantify the benefits from their customer's investment vs The seller attempt to justify their cost.
• The seller attach the investment to their customers' return. vs The seller attach a price to their product.
• The sellers help their customer compete against the customer's competitor. vs The seller attach price to their product.
• The sellers let their customers close. vs The sellers try to close.
• The sellers sell to a business manager vs The seller sell to a purchasing manager.
• The seller feature their customers' improved performance. vs The seller feature their products' improved performance.
• The sellers' products are improved customer profits. vs The sellers' products are equipment, a service, a process, or a system.
• The sellers sell vertically to a dedicated industry and to dedicated customers within it. vs. The Sellers sell horizontally to all industries within a dedicated territory.