Page 17 - Consultative Selling

ROLE PLAY BY CONSULTATIVE SALESMAN

Consultative selling approach demands a different orientation
and thinking on the part of the salesman. The Sales person
happens to engage with the customer and put himself into the

customer’s shoes to be able to define the needs and help build a
solution that addresses the customer’s business needs. In siding with

and working in the interest of the customer, the salesman represents
the customer in his Organization.

On the other hand, he is the representative of the seller Organization

as far as the client is concerned. The client gets to know the

Organization through the salesman and his interactions as well as
engagement and responsiveness.

Thus with consultative approach the salesman brings the two

entities together at a different level or platform of interaction
which results in successful, mutually beneficial and win- win

interaction and relationship for both the parties concerned.

Consultative Selling - A new
2/5/2019 17
Approach