No," today’s consultative seller
tries to discover
whether the prospect really needs
the product or
Whether the prospect understands
how the product can help solve a
problem.
Phase 3: Posttransactional Steps
Relationships keep
satisfied customers
coming back
Customer satisfaction
is an asset to you and
your firm
The relationship
begins after the buyer
says "yes."
Cognitive Dissonance
(buyer's remorse)
must be reduced