Page 59 - Consultative Selling

CONSULTATIVE SALES APPROACH TO CUSTOMER
OBJECTIONS

One of the greatest ways of building a

relationship with your customers is by

constantly keeping in touch with them. One

way to do this is by using a rolling calendar of
communications. This is a programmed

sequence of letters, events, phone calls, “thank

you’s”, special offers, follow-ups, magic
moments, and cards or notes with a personal

touch etc. that occur constantly and

automatically at defined points in the pre-sales,

sales and post-sales process. Everyone responds
to such communication positively and

appreciate it because they feel valued and

important.

Consultative Selling - A new
2/5/2019 59
Approach