Page 61 - Consultative Selling

CONSULTATIVE SALES APPROACH TO CUSTOMER
OBJECTIONS

As a consultative salesman, you will have got an in depth
understanding of the customer’s organizational hierarchy as well as
readiness for making the purchasing decision by spending time at

the customer’s premise during the early probing stages. Therefore
when an objection is raised, you know why and how to address the same.
You are able to alienate those objections that are subjective coming from

the buyer who is not confident of making the decision or convincing his
superiors or for some reasons has taken an unfriendly attitude out of some
personal attitude.

As a part of the consultative sales process, you will first allow the customer’s
team to express all their concerns, group the concerns received as legitimate

and subjective and deal with them accordingly. 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 these valid concerns, you will deal with and squash every

subjective fears or diversions that are expressed by the customer.

By your approach to managing the concerns of the customer, you as a

consultative salesman are making sure that you are in control of the sales
process and that you have managed to retain the confidence of the customer
by being open to listening to his concerns and problems while continuing to

work towards enhancing the value to the customer through your solution.

Consultative Selling - A new
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Approach