Page 54 - Consultative Selling

MANAGING CUSTOMER CONCERNS – A PART OF THE
SELLING PROCESS

Evidence-based Sales Process & Planning

You would need to gather and study all
details of your product and your
business so that you are very well
conversant with your product or
service.

You should get to know your product and
your business in greater detail and do your
homework well.

Though the product and the core
processes remain the same, different
industries will have specific requirement
whereby the solution needs to be
customized.

Thus, a parts service distribution center
network for Dell, IBM or parts distribution
for Xerox would be totally different from
that of a finished goods distribution
center for the same companies.

Therefore as a part of evidence-based
sales process and planning, it helps to do a
detailed profile of the product that you are
selling.

Consultative Selling - A new
2/5/2019 54
Approach