IBM Cloud Professional Sales Engineer : Consultative Selling

Question 1

Explain the consultative mindset

Answer 1

Its about thinking how you can make the client successful now and in the future

Question 2

What is consultative selling?

Answer 2

A sales strategy that is hyper focused on the customer, their needs, preferences, and emotions.

Question 3

List the steps of consultative selling

Answer 3

Understand a client’s business and needs

Explore options

Develop a solution for the client

Implement the Solution

Confirm the Client’s Satisfaction

Question 4

What are the key focuses when trying to understand the client’s business and needs

Answer 4

Do they feel a sense of urgency?

Do they need to improve their IT strategy?

Are they working on a business strategy?

Question 5

What are some key questions to know when researching your clients>

Answer 5

Whats going on in your client’s business today?

How is your client perceived within their industry?

What is your client’s value proposition for their customers? What are your client’s external drivers, business objectives, and internal challenges?

Who are your client’s key or strategic customers, go to market business, partners, and competitors?

Who are the primary executives and decision makers within your client’s organization?

What is IBM’s history with your client? What is your client’s history with our competitors?

What other IBM sellers are currently in contact in contact with your client?

Question 6

What is the model for handling objections?

Answer 6

Listen
Acknowledge
Clarify
Handle
Validate