Page 24 - Consultative Selling

SALES PLANNING STARTS WITH PRODUCT PROFILE
DETAILING

Therefore as a part of sales planning, it helps to do a detailed profile of the
product that you are selling. In the case of warehousing, you would need to
do a lot of detailing to first describe the product and its basic features. Then

it helps to identify all potential industries that would need warehousing
services. Here you will find that all industries that manufacture and sell
products would require warehousing services at multiple points of their

business chain.

In such a situation, you might want to make a list of those industries that you

would want to identify and focus on. You might not want to attempt an earth
moving equipment industry or aviation sector etc. You might want to target
only a few of the industries like high tech, medical, fashion and retail etc.

Therefore working in detail helps you get clarity on where your focus should
lie.

Apart from having to eliminate certain industries, there might be other
considerations like financial exposure limits or the size of operations that
could be a qualifying factor that you might need to build into your

prospecting list.

There is a lot more that you can do in detailing your product and its possible
uses in various industries. The more you spend time in this area, the better
salesman you will be. You would then be able to easily lead your prospective
customer to the best solution and sell better than others.

Consultative Selling - A new
2/5/2019 24
Approach