Page 7 - Consultative Selling

NEW APPROACH TO SELLING

Being a Salesman is not everyone’s cup of tea. Salesmanship doesn’t
come naturally to one and all. There are few who have it in them to become
star salesmen. Just like leadership, salesmanship is an inborn tendency with
some. In the current times, the concept of selling has under gone

tremendous changes thanks to the development and technological advances
on fronts.

Every product or service that is available in the market is marketed and sold
to the customers. However the process of selling is quite different from

selling a fridge to selling a vacation or a car. Each product or service is
designed to suit customer’s specific need and depending upon the product
or service category, the appropriate sales channel be it dealer sales, show
room sales, retail sales etc. are adopted.

Irrespective of the mode of selling, there is always a critical role that is

played by the salesman to help the customers through the pre sales process.
Salesman actually becomes the catalyst in the pre sales process of the
customers by helping him identify study, compare, see demos and finally

make that critical decision to buy the particular product. To a large extent
the salesman does play an important role similar to that of an influencer.

Consultative Selling - A new
2/5/2019 7
Approach