Page 44 - Consultative Selling

MANAGING CUSTOMER CONCERNS – A PART OF THE
SELLING PROCESS

Consultative selling process is not easy to handle and can be quite lengthy
too. However a good salesman never loses his patience with each of his
leads and pursues until each case to its logical conclusion. With every sales

lead, one gets to learn and better one’s skill. Over a period of time, handling
and pursuing several leads irrespective of the outcome will contribute to
training yourself to become adept at consultative selling.

If you are seriously pursuing a sales career, it pays to learn from and reflect
upon each and every customer interaction.Meeting customers at their

business environment, getting into customer’s shoes and
understanding of customer’s business perspectives, pain points,
needs as well as expectations go a long way in sharpening your

selling skills.

When you equip yourself with empathy and patience while dealing with your
customers, you stand to gain in terms of becoming a better salesman. Those
who are serious about upgrading their skills in this area, consider the
interactions with each prospect seriously and spend time doing their

homework. It pays to make detailed notes and review of each of your
customer meetings.

This helps you to note down every worthwhile point and observation that
can come in handy in the future. Secondly it helps you identify the current

stage in the sales process and prepare to handle the next phase better.

Consultative Selling - A new
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Approach