Page 37 - Consultative Selling

QUALITIES OF SUCCESSFUL SALES MAN

You will find the Sales and Marketing managers having a approachable and
likable personality. They are always well groomed, well dressed and present
themselves well too. Apart from the Organization that they represent, they

shine through their own personal charisma too. An approachable personality
always finds himself getting accepted by the customer. In a consultative mode
of selling, the sales person engages with the customer to understand his

business.

The customer on the other hand, looks at the sales person as some

kind of an advisor who has his interest at heart and can advise the right
solution to help. Thus the amount of trust that the customer places upon the
sales person is tremendous. In all cases, besides the Organizational

reputation and image, it is the personal integrity of the sales person that
counts when it comes to consultative selling. The customer goes by the trust
and emotional connect that he is able to feel with the sales person.

One of the most important ingredients that make for a successful sales
person is his personal integrity. In having to play the role of a seller as well as

an advisor to the customer, he finds himself playing dual roles and in some
cases, gains inside information about the customer’s business too. In all cases,

it is the integrity of the person that helps build his reputation as well as his
Organization’s reputation in the long run.

A thirst to learn, to listen, to see and observe anything new is
another trait that you will find in the successful consultative sales
person. A quest and passion for meeting people, keen listening and

an approach to solving people’s problems go a long way in making
of a successful consultative sales person.

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Approach