Critical Selling

Index

A

• Active listening:
  • asking questions after
  • for content, meaning, and feeling
  • in discovering phase
  • identifying vocal qualities and body language with
  • importance of
  • and remembering customer's words
  • summarizing and validating in
• Added value
• Addressing:
  • alternative options
  • customer priorities
  • objections
• Advisors, trusted, see Trusted advisor(s)
• Advocating your solution
• Agenda, pushing your own
• Aggressive sales tactics
• Agreement:
  • confirming
  • empathy vs.
• Alliant Credit Union
• Alternatives:
  • addressing
  • asking customers questions about
  • comparing price with
  • considering, in presentation planning
  • offering
• “Always be closing,”
• American Express
• Angie's List
• Appropriate objectives
• Asking for business
• Asking for feedback:
  • in closing phase
  • importance of
  • on lost sales
  • in opening phase
  • in presenting phase
• Asking questions:
  • about critical areas of focus
  • about readiness to move forward
  • building relationships by
  • confirming known needs by
  • in customer-focused sales approach
  • in discovering phase
  • follow-up questions
  • helping customers acknowledge consequences by
  • and implementation of Critical Selling framework
  • interrogating customers vs.
  • at The McCrone Group
  • phrasing for
  • in presenting phase
  • responding to objections by
  • soliciting feedback by
• Assumptions:
  • about readiness to move forward
  • about status on Relationship Continuum
  • and active listening
  • in discovering phase
  • and handling of objections
• Attitude:
  • about change
  • for dealing with objections
  • performance and
• Authenticity