Page 11 - Consultative Selling

CONSULTATIVE SELLING AND SALES MEN

Selling any product in today’s highly competitive world is a real
challenge for salesmen. Salesmanship and the approach to selling have
undergone tremendous changes beyond recognition. Selling in current

environment is highly sophisticated and technical too. Whether a
Corporate Company, service Organization or a single user is buying a

product or service, the sales process calls for complete engagement by
the sales personnel.

The buyers of today have a lot more expectations from the product as

well as the Organization that they are buying from and their process of

vendor evaluation too is different. The customers have a lot of
expectations from the product that you are offering and along with it,
they also consider other attributes related to your Company

reputation, value systems and service commitment etc. Along with these
expectations, there are additional expectations in terms of the quality

of engagement from the sales person.

In many industries, selling process has undergone tremendous
changes. Customers expect the sales persons as well as the

product or solution development team of the vendor
organization to engage with the customer right from early

stages.

Consultative Selling - A new
2/5/2019 11
Approach