Page 20 - Consultative Selling

LEARNING THE ROPES OF CONSULTATIVE SELLING

In the highly competitive market, selling is a challenge. Salesmen have got

to be creative and methodical in their approach to building on sales
leads and managing selling process. Adapting a consultative approach
to selling involves a lot of homework and work discipline that is
required to be learnt and imbibed as a part of day to day routine.

Ask any star performer salesman and he will tell you that the secret of his
success lies in doing his homework meticulously. It is not necessary for a

salesman to be in the field all the seven days a week and make cold calls.
Rather, what matters is the quality of work that he puts in to qualify the
customer, to get to know all about the customer and preparing a strategy
for approaching the customer’s business that helps him perform effectively. A
well prepared plan or strategy can be executed effectively and the effort will
be fruitful.

Before one embarks on a consultative mode of selling, there has got to be
sufficient preparation done to ensure that the self is completely equipped
with in depth knowledge of the product as well as of the target customer
and his business.

Sales managers take several weeks off their field and spend time
visiting their projects that are under implementation and learn the
ropes of operations. This enhances their knowledge and equips them to

be more effective with their sales talk. A salesman who knows what he
is talking can easily carry the customer with him. Therefore it is
imperative for those aspiring marketing and sales managers to imbibe
the right attitude and invest on preparing self with the right product
knowledge to be able to sell effectively.

Consultative Selling - A new
2/5/2019 20
Approach