Page 12 - Consultative Selling

CONSULTATIVE SELLING AND SALES MEN

The quality of engagement, the development of solution that is ideally
suited and customized for the customer’s needs as well as the
Organization’s responsiveness and expertise in building the solution and

the offer is considered and appropriate weight age given to this factor
in the qualification stage. In fact in some of the cases, Organizations

engage Companies like IBM, Dell as well as other software development
companies in the early stages to define the requirement and draw up

specifications of the requirements and design the solution.

In keeping with the changes, the marketing and sales approach

has changed from product selling to solution selling.

Accordingly sales persons have moved on from selling product to
engaging with the customer and consulting with customer to identify

their needs and offer solutions that help the customer meet with their
business expectations.

In the field of software and technology as well as in logistics and supply

chain fields, the concept of consultative selling and solution selling has
become the norm today. Organizations call for software experts or

shortlisted vendors to collaborate with them in defining the need and
come up with the appropriate technology solution that can help the

customer Organization take the next leap forward in its business.

Consultative Selling - A new
2/5/2019 12
Approach