Page 28 - Consultative Selling

PRE-SELLING PROCESS – SOLUTION PRESENTATION

Selling methods and process has undergone a lot of changes in the recent
times. Gone are the days when a salesman would carry his bag and meet
with the customers to explain and demonstrate the product to the

customers.

Today, the marketing or sales process as well as the customer profiles has
changed. Technology especially multimedia and internet connectivity have
redefined the selling process.

Customer’s expectations of a product are not what it used to be. Today’s
customers both at an individual level as well as at Organizational or

businesses evaluate a product from several perspectives. They have well
planned process and evaluation criteria to be able to choose the right
vendor and product for their business. The process of buying tends to be

quite elaborate. The level of competition too is very high and customers
really have several options and alternatives available to them in the market
today.

In a consultative mode of selling, you always engage with the
customer and try to speak his language.

By this we mean, that you understand the customer’s business, identify his

needs and problem areas, get into his shoes and look at a solution using your
product or service to suit the customer’s needs. This method of consultative
selling is the most effective mode for the value that the customer derives

from your effort is much higher than in any other mode of selling.

Consultative Selling - A new
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Approach