You know, I bet the answer is going to be the one that sounds the least salesy. Consultative sales are all about building trust and relationships, not pushing products.
Definitely perceived customer benefits. That's the whole point of a consultative sale - to understand the customer's needs and show them how our solution can address those needs.
Short-term planning? Really? That doesn't sound very consultative to me. Shouldn't we be focused on the long-term relationship and the customer's overall success?
I agree, the product itself can't be the key driver. In a consultative sale, we need to understand the customer's pain points and tailor our solution to address them. Perceived customer benefits seems like the way to go.
Hmm, this question seems a bit tricky. I'm not sure if the product itself should be the key driver in a consultative sale. Isn't the whole point to focus on the customer's needs and benefits?
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