Consultative Selling Methodology Flashcards
7 cards from real CST practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Consultative Selling Methodology flashcards as text
Which of the following best describes 'diagnostic selling'?
Answer: Systematically uncovering root causes of a prospect's problems before prescribing a solution
Diagnostic selling mirrors the physician model: thorough examination before prescription, building buyer confidence in the recommended solution.
In consultative selling, 'buyer-centric language' means:
Answer: Framing every statement in terms of the buyer's outcomes and priorities rather than the seller's product
Buyer-centric language keeps the conversation focused on what the buyer gains, not what the product does.
A CST trainer evaluates a role-play where the rep asked 17 rapid-fire questions in two minutes. What is the primary coaching issue?
Answer: The rep didn't allow space for the prospect to elaborate, turning discovery into an interrogation
Bombarding prospects with questions without pausing for responses destroys dialogue and prevents genuine discovery.
What is the purpose of a 'mutual success plan' in consultative selling?
Answer: A shared document outlining both parties' commitments and milestones to achieve the buyer's goals
A mutual success plan aligns both parties on responsibilities, timelines, and success metrics, reducing post-sale friction.
When a prospect says 'We already have a vendor for that,' the best consultative response is to:
Answer: Ask what they value most about their current vendor and what they wish could be better
Exploring satisfaction with the current vendor uncovers latent dissatisfaction and opens the door to a consultative comparison.
Which of the following is a hallmark of a high-performing consultative sales trainer's coaching style?
Answer: Using observed call recordings and behavior-specific feedback to drive skill change
Behavior-specific feedback tied to real call evidence is the most effective coaching method for developing consultative skills.
In the context of consultative selling, what is 'social proof' and when should it be used?
Answer: Stories or data from similar clients showing successful outcomes; use it after discovering shared needs
Social proof is most persuasive when it mirrors the prospect's specific situation and is introduced after their needs are established.