Page 41 - Consultative Selling

SALES SKILLS FOR CONSULTATIVE SELLING

Consultative selling has gained global acceptance as the most effective sales
process and has now been adopted by all industries and organizations from
insurance to hotels, from airlines to hospitals including industrial, retain and

all other sectors of business.

Organizations have realized the need to be customer centric and
build customer relationship to be centric to their own existence in
the long run. Growing and retaining product leadership in the market is
not easy. It calls for delivering superior value proposition to the customer

continuously. This means the Organization has got to strive to keep creating
new value propositions and meaning to the customer.

While some Organizations strive to deliver superior value through product
innovation by leveraging technology, some do it by excelling in service and

customer relationship. Leadership companies however have gone a step
ahead by adopting a consultative mode of selling and engaging the customer
in a new relationship.

Consultative selling changes the way that you perceive the
customer. From a onetime sales transaction point of view, it calls for you to

look at your customer as a partner and build a long term relationship. You
will need to move away from a product sales perspective to a solution
presentation perspective.

Engaging the customer and building a relationship with the customer is a

very challenging task for the salesman. However by mastering the selling
techniques you can become an ace salesman. Some of the techniques involve
using the right body language as well as verbal and non verbal methods of
communication and managing interpersonal communication as well.

Consultative Selling - A new
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Approach