Page 32 - Consultative Selling

SALES PLANNING – AN OVERVIEW

Selling is an art. Some people might be born salesmen. However
everyone can become a salesman with sufficient training and practice.

Don’t we use sales tactics in every relationship and interactions in our
life?. We sell products; we sell ideas, concepts, solutions, service etc.

When we talk about conceptual selling process, we are essentially

referring to a different approach to selling your product. Every
customer has a need and every seller has a product. When the two

meet and find the best fit, the interaction results in a sale. However,
there are several types of selling processes that are adapted by different

industries. When an individual salesman is selling personally to a buyer
be it an individual or organization in B2B or B2C, he would need to

have a definite approach to selling. Keeping the customer focus in mind,
all industries have now begun to adapt the consultative mode of selling.

Some experts call it as Concept selling too. In consultative mode of

selling, you look at the customer’s business; understand his needs from
his perspective. The salesman takes time to study the needs and define

the details, before using the information to design the solution. The
selling process further involves presenting the solution design to the

customer, obtaining his approval after detailing, discussions and finally
going on to negotiations and closing the sales call with a commitment

from the buyer.

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Approach