Page 76 - Consultative Selling

IMPORTANCE OF SALES TRAINING FOR SUCCESS IN
CONSULTATIVE SALES PROCESS

One of the key aspects of the consultative process is the final phase of
getting the customer to sign on the dotted line and making the commitment
to buy from you. Most of the young and inexperienced salesmen fail at this

stage and many times loose the customer to competition. The reasons for
not being able to close the deal can be due to the customer’s inability to
commit due to internal reasons or at times, due to the inability of the sales

person to push for closing the deal.

At the end of the sales call after reaching consensus with the customer on

your solution proposal and negotiating the price, you come to the last phase
of the sales process. This is the time when the salesman is expected to take
charge and ask the customer to buy. Quite often salesmen assume that the

customer will take the interactions forward and wait rather than ask the
customer to buy.

The inability of the salesman to ask the customer for a commitment can
arise out of several reasons. The sales person might not be aware of how to
close a sales call or when to close the deal. In some cases the salesperson

might not be ready to push and pressurize the customer to make a
commitment. In experienced and young salesmen sometimes suffer from

insecurity, fear of losing or rejection, lack of confidence and many personal
issues that hold him back from going out to seal the deal.

The sales manager has got be able to anticipate or identify such roadblocks
and step in to take charge of the situation and push for the logical
conclusion as well as train and educate the sales team and help them

overcome such issues. Practice and experience in selling is what makes one a
successful consultative salesman and sales manager.

Consultative Selling - A new
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