Page 60 - Consultative Selling

CONSULTATIVE SALES APPROACH TO CUSTOMER
OBJECTIONS

While working as a consultative salesman, you will often switch roles from
being a representative of your company to that of being on customer’s side
too. This helps you to work towards creating and delivering real value

solution to your customer.

Objections from the customers after your initial sales or solution
presentation is a normal part of any sales process. The way you
handle the objections vary from the traditional sales process to consultative
sales process. In traditional sales process, the sales person is very eager to

quash every objection and tends to be over enthusiastic or aggressive in
responding to the objections raised. The objective in such a situation is to
get the customer to be quiet and not give him time to think more, rather

push for the final decision to buy. In a consultative mode however, you will
view every objection from the customer as a legitimate concern.

You will give a patient hearing to every concern expressed by the customer,
analyze who and 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 standard response you will hear
of customers saying that they are busy, need more time to think or the buyer
making it difficult and hard for you to make further progress. In each of the

cases the approach from a consultative salesman to traditional salesman
would be different.

Consultative Selling - A new
2/5/2019 60
Approach