Page 43 - Consultative Selling

SALES SKILLS FOR CONSULTATIVE SELLING

One other important technique that ‘Should and Must’ be practiced by every
consultative salesman is to play back or recapture the discussion. Periodically
and intermittently it is highly beneficial to gather the discussion points and

sum up your understanding of the issues on the table as well as outline some
of the key points that are to be attended to from your end.

This wrap up needs to be done before moving on to the next discussion. At
the end of the meeting, take a few minutes to collate all the discussions,
highlight the issues and problems as well as outline some of the action

points that you have agreed to. More importantly make few positive
statements giving out your perceptions and ideas of how you think the
customer’s problems can be solved.

Follow your wrap up with the timelines and schedule for further meeting

and action plan. Immediately after going back, it is important to tabulate the
minutes of the meeting and circulate to the customer as well as within your
Organization to all concerned.

As a consultative salesman, you have got to be able to take charge
of every customer interaction as well as be able to manage and

direct the customer relationship as well as engagement in the right
direction. Learning and practicing these practical sales skills is
imperative for your success in your career.

Consultative Selling - A new
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Approach