Page 3 - Consultative Selling

CONSULTATIVE SELLING - A

PERSPECTIVE

Consultative selling has been one of the most recent selling concepts that
have evolved in the marketing field today. As Organizations have become
customer oriented and service oriented, they have begun to realize that
trying to sell their products or services to the Customers is not enough
anymore.
The salesmen are no longer just agents facilitating sales process. There is a
new concept of offering value to the prospective customers in the form of
building and offering total solution to the customer of which the product or
service becomes an important component.

With this new concept become the accepted norm in every industry,
traditional sales training and attitude are no longer relevant. Consultative
selling goes beyond traditional selling. It is useful for prospective Sales and
Marketing Managers as well as Business managers to understand more about
consultative selling and the approach that is required from the sales side.

Unlike traditional salesmen who concentrate on selling products,
the consultative salesmen are selling solutions. They keep in mind the
interest of their Organization as well as that of the Customer’s business and
organization too. In a consultative mode of solution based approach, the
product or service is offered as a part of the solution or is incidental to the
solution proposed.

Consultative mode of selling is service or solution based. Therefore, the
salesman selling the product or service needs to have primarily a
service approach to the customers. In many cases, the salesman will
need to cover a lot of ground to identify a problem or create a need in the
customer’s business and build solution around the same. This calls for skillful
approach combined with knowledge of client’s industry and business.

Consultative Selling - A new
2/5/2019 3
Approach