Page 56 - Consultative Selling

CONSULTATIVE SALES APPROACH TO CUSTOMER
OBJECTIONS

Being a good Salesman does not come easily to everyone. Out of thousands
who take up a career in sales, there are a few hundreds who turn out to be
mediocre salesmen pushing the product and chasing sales target and many

more leave the field altogether. There are few, who carve out a brilliant
trajectory for themselves and make it big in the sales and marketing field.

A successful sales career gives you very high financial rewards as well as a
creative high. The most successful sales and marketing professionals get to be
passionate about their job as well as about their customers. Success in sales

career comes out of the hard work that you put in as well as the smart skills
that you learn while on the job.

As opposed to traditional sales process, consultative selling is far superior.
Your role as a salesman is not the same in both these processes. The sales

process too is different. As against the traditional sales role where you are
looked upon as a pure sales man, you become a facilitator, solution provider
and a consultant in a consultative sales approach.

The sales process is different in both the cases. In case of consultative
approach, you spend a lot of time in getting to know your customer’s

business, understanding and helping him define his needs, expectations and
problem areas in his business. Using the information that you have gathered,
you build a solution using your product or service that you are selling and

not push through your product alone. This consultative process is highly
creative.

Consultative Selling - A new
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Approach