Page 8 - Consultative Selling
P. 8
NEW APPROACH TO SELLING
Apart from the traditional sales approach, a new way of selling
called as “Consultative Selling” has gained ground in the past
two decades. Consultative selling refers to a sales approach and an
attitude of the salesmen who do not try to sell their company’s
product or service to the customers. Instead, they engage the
customers to understand all about Customer’s business, identify
their problems, needs as well as expectations, forecast their future
needs and requirements and build a solution offer using their
products or service.
Thus the customer and the salesman partner in arriving at
the exact need, specification of the requirements wherein
the salesman can get his product development team to
build customized solutions if needed. The best advantage of
this system is that the customer not only gets the solution but the
salesman and the selling Organization takes on the responsibility for
implementation and making the solution work for the customer.
Consultative Selling - A new
2/5/2019 8
Approach
