Consultative Selling/Mac Hanan 34-35

35 You need only ask whether the customer want their operation to approximate your norms more closely. When you ask that question, you are proposing to sell in a consultative manner. When customers ask how they can make their operation come closer to your norm, they have begun to "buy" from you.

We are experienced in improving the contribution to profits made by your operation. Our norms show that managers who implement our solution can increase their revenue contribution or decrease their cost contribution by approximately $x within y period of time. How do these norms compare with your current performance? If performing closer to our norms can make your more competitive, what if we can work together the way we are proposing to achieve a $000 minimum improvement within the next 00 months?