Page 15 - Consultative Selling

CONSULTATIVE SELLING PROCESS

The sales effort for winning this kind of a global account with global
operations cannot be done in one meeting or by giving presentation
about each product.

The 3PL solutions design team headed by the sales manager has got to
meet with the client’s team several times, understand the business, the

needs, requirements, timelines as well as the cost considerations as well as all
other parameters that are required to be met. The solutions design team
then works on building a solution that optimizes the freight and meets

with the client’s requirements.

The detailed solution design takes several weeks of preparations by a

team that has expertise of managing supply chain solutions from each
country. In fact the solution design will come up with multiple options

and solutions or may design different solution for each country taking
into consideration local factors that makes the solution unique to each

country.

The solution design team readies detailed presentations covering
various options, details pros and cons, advantages and disadvantages of

each solution and presents to the customer. Thus the solution design
itself becomes the sales process. The selling process is a consultative

one.

Consultative Selling - A new
2/5/2019 15
Approach