Page 14 - Consultative Selling

CONSULTATIVE SELLING PROCESS

Consultative selling has been the new buzz word doing rounds in
marketing and sales circles. Lawyers and consultants have always been
selling their services by consulting. However, this has now been

recognized as an important attitude and orientation that every
salesman, all business managers and organizations need to possess.

Organizations for long have realized the need to be customer oriented
and customer focused in their total approach.

Now they have gone one step ahead to practice what is called

consultative selling, whereby they engage the customer, get into his

shoes to identify the needs and problems and using this knowledge to
build solutions that involve the products and services offered by the
buyer organization.

In this process, the customer and his problems or needs take
the first priority over selling the product or service. Secondly

everyone looks at the total solution and the product or services being
sold become incidental to the solution.

The best examples or case for consultative selling comes perhaps from

high tech and software as well as logistics fields. Logistics and supply
chains are the backbone of every industry and organizations.

Consultative Selling - A new
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Approach