Page 58 - Consultative Selling
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CONSULTATIVE SALES APPROACH TO CUSTOMER
OBJECTIONS
Legitimate concerns can be discussed openly and you can
either park the concerns for further action or discussion
with your organization or look at tradeoffs and
alternatives possible for the solution.
These are essentially the unresolved issues that you agree
to take away and revert back to the customer after
working out further options and solutions.
Apart from valid concerns, you will deal with and squash
every subjective fears or diversions that are expressed by
the customer.
By managing the concerns of the customer, you as a
salesman are in control of the sales process and manage
to retain confidence of the customer by listening to his
concerns and problems while continuing to work towards
enhancing value to the customer through your solution.
Consultative Selling - A new
2/5/2019 58
Approach
