Page 4 - Consultative Selling

CONSULTATIVE SELLING

A PERSPECTIVE

Consultative salesmen have got to be good at people management and posses
higher EQ, as he will be required to work with all levels of people from the
prospective customer Organization and elicit feedback from them. He has got to
be trained in and have the knack of problem and root cause identification by going
through the business processes. Ability to listen and ability to initiate response
from the people is a basic skill that the consultative salesmen need to necessarily
posses.

Consultative salesman is a good resource for the Organization for he becomes the
chief source of information and customer feedback that is valuable for product
development as well as market intelligence. A good salesman is one who is aware
of this responsibility and is able to gather relevant information and channelize the
same for internal use.

A savvy salesman with consultative approach acts as the Customer’s
representative within his Organization. Such sales and marketing men’s opinions,
views and advice always carries a lot of value with their Organizations. In most
cases, these salesmen are able to demand and draw support from different
quarters within the Organization be it from product development, implementation
or production and service teams and facilitate solution development and
implementation, thus becoming key drivers of business. In fact senior marketing
and sales personnel with consultative approach find themselves being a part of the
management team and contribute to strategies concerning product development
as well as short term and long term business plans of the Organizations. The fact
that they are in close relationship with customers and can forecast market trends
makes their opinions and advice useful and valuable for the Organizations.

We have so far detailed some of the qualities of salesmen who use the
consultative approach of selling as well as explained their role in the business. This
detailing we hope will enthuse all prospective managers to cultivate the right
approach and attitude to building their sales and marketing skills.

Consultative Selling - A new
2/5/2019 4
Approach