Page 57 - Consultative Selling

CONSULTATIVE SALES APPROACH TO CUSTOMER
OBJECTIONS

An objection from the customers after your initial sales
or solution presentation is a normal part of any sales
process.

You should view every objection from the customer as a
legitimate concern.

You should give a patient hearing to every concern
expressed by the customer, analyze why he has expressed
a concern and move positively to reinforce your solution
and alley any fears.

Not all concerns raised by the customers would be
related to genuine fears of buying the solution proposed
by you.

As a standard response, you will hear customers saying

that they are busy, need more time to think and the buyer
making it difficult and hard for you to make further
progress.

As a part of the sales process, you should first allow the
customer to express all his concerns, group the concerns
received as legitimate and subjective and deal with them
accordingly.

Consultative Selling - A new
2/5/2019 57
Approach