Fabriq - Une vente transparente et consultative

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Questions and Answers

What is the main focus of the consultative sales approach involving Fabriq?

Offering generic solutions

Being a traditional salesperson

Using aggressive sales tactics

Understanding the client's needs deeply (correct)

What is the primary goal of being a trusted advisor in consultative selling?

Building long-term customer loyalty (correct)

Providing generic advice to clients

Maximizing profits regardless of customer satisfaction

Aggressively closing sales deals

What is the benefit of a consultative sales approach according to the provided information?

Creating a win-lose situation

Building strong relationships with clients (correct)

Pushing generic solutions onto clients

Maximizing short-term profits

What does the consultative sales approach involve in terms of understanding the client's needs?

Deeply understanding the client's needs Signup and view all the answers

How does being a trusted advisor increase the chances of successful sales according to the text?

By delivering value and building trust Signup and view all the answers

What is the essential aspect of presenting Fabriq in a tailored manner in consultative selling?

Tailoring the presentation to match client needs Signup and view all the answers

What is the first step before proposing Fabriq?

Understanding the customer's needs, concerns, and priorities through active listening and open-ended questions Signup and view all the answers

How can a climate of trust be established?

By being empathetic, authentic, and genuinely interested in the customer's needs Signup and view all the answers

What should be done after sufficient information about the customer's needs is gathered?

Analyzing the customer's needs and identifying where Fabriq can offer real value Signup and view all the answers

How can customer objections be addressed?

By handling objections transparently and emphasizing the advantages of Fabriq Signup and view all the answers

What does consultative selling emphasize?

Educating the customer Signup and view all the answers

What should be done after the sale of Fabriq?

Follow-up and retention to foster retention and referrals Signup and view all the answers

What methodology does Fabriq Consultative Sales focus on?

"Comprehensive methodology of sales process focused on helping master the sales cycle, ensuring nothing is forgotten, resolving issues, and mastering consultative selling" Signup and view all the answers

What is the 'navette document' used for?

"Shared transparently with clients and helps exchange information internally between BDR, AE/KAE, and AM" Signup and view all the answers

What does 'Sales Cycle Mastery' help with?

"Mastering the duration of the sales cycle, provides a comprehensive approach, and assists in handling difficult situations and misunderstandings" Signup and view all the answers

What is emphasized during 'Transparent Information Exchange'?

"Listening attentively to the customer" Signup and view all the answers

Study Notes

Comprendre le client (Understanding the Customer): Before proposing Fabriq, take time to understand the customer's needs, concerns, and priorities through active listening and open-ended questions.
Building a Trusting Relationship: Establish a climate of trust by being empathetic, authentic, and genuinely interested in the customer's needs.
Asking Relevant Questions: Pose questions to deepen understanding of the customer's challenges, helping to identify specific challenges and goals.
Active Listening: Listen attentively to the customer, paying attention to verbal and nonverbal cues for better comprehension.
Analyzing Needs: Once sufficient information is gathered, analyze the customer's needs and identify where Fabriq can offer real value.
Customizing Fabriq Demonstration: Offer personalized use cases based on the customer's specific needs, emphasizing benefits and results.
Educating the Customer: Share useful and relevant information about Fabriq, its features, and benefits, and show how it addresses the customer's needs.
Handling Objections: Address customer objections transparently, emphasizing the advantages of Fabriq.
Engaging Stakeholders: Involve internal stakeholders in the sales process if necessary, ensuring alignment on the Fabriq solution.
Being Patient: Consultative selling may take longer; stay patient and maintain a strong relationship throughout the process.
Follow-Up and Retention: After the sale, stay in touch with the customer, monitor their experience, and address future needs to foster retention and referrals.
Fabriq Consultative Sales: Our Sales Funnel: Comprehensive methodology of sales process focused on helping master the sales cycle, ensuring nothing is forgotten, resolving issues, and mastering consultative selling.
Navette Document: Sales process based on a "navette document" shared transparently with clients and internally for information exchange.
Sales Cycle Mastery: Helps master the duration of the sales cycle, provides a comprehensive approach, and assists in handling difficult situations and misunderstandings.
Transparent Information Exchange: Navette document is shared with clients and helps exchange information internally between BDR, AE/KAE, and AM.

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Test your knowledge of consultative sales approach by taking this quiz. Evaluate your understanding of being an advisor to clients, understanding their needs, and presenting tailored solutions to increase successful sales and customer loyalty.