Page 75 - Consultative Selling

IMPORTANCE OF SALES TRAINING FOR SUCCESS IN
CONSULTATIVE SALES PROCESS

Being a Sales or Marketing man is one thing and becoming a Sales Manager
and managing a sales team is a totally different game. At one point or the
other in your career, you will move up the hierarchy and become a sales

manager. As a Sales and Marketing manager you will make direct sales calls as
well as manage your sales team and work with them to achieve the sales
targets.

Managing a sales team can be quite a challenge. Sales training and re-training
is the only way that you can equip your sales team to become smart and

successful.

Consultative selling process calls for the salesmen to be good at many fronts.
They have got to be equipped with the required technical and product
knowledge. More importantly they have got to be emotionally intelligent to

be able to build a relationship with the customer and understand the
customer’s business from his own perspective. Managing the customer and
handling the sales process involves managing customer’s emotions too.

All interactions amongst humans are always colored with emotions.
Therefore managing the customer, understanding his feelings, his fears,

anxiety as well as his environment is critical to the sales process.

As the sales manager you will need to keep identifying the short
falls of each and every salesman in your team and ensuring that
you equip the team with the right training to overcome their

shortfalls as well as sharpen their skills.

Consultative Selling - A new
2/5/2019 75
Approach