Page 9 - Consultative Selling

NEW APPROACH TO SELLING

Consultative selling has been adapted by most of the industries
today. From insurance companies and wealth management
companies to hospitals and travel planners, all are engaging the
customers and offering tailor made solutions to suit each one’s

needs. In the industrial segment however, the best usage of this approach
can be found in marketing of soft wares. You will seldom find Organization's
selling readymade software off the shelf barring a few. Most software's are

customized to suit each industry and sold through consultative selling.

Take the case of Adobe. Their software applications are sold across various
industry segments from pre press, graphic design, product design studios to
desktop publishing and other media related industries. The product is sold by
different sales groups that work with different industries. Each of these

group of salesmen have the in depth knowledge of the particular industry
that they are targeting and hence are able to understand their customer’s
business and position their product suitably. The same is the case with most

of the software products be it financial management software, ERP or health
care etc. The Organizations have the generic product and customize the
same to suit specific markets and customer’s needs. In such situations, only

the consultative selling approach works best. The customers can at best
define their business needs. It is for the sales persons to tabulate customer
needs, detail the design template and prototype to present a total solution

to the customer. The salesmen work with the product design team experts
to arrive at the technology specifications and other requirements for the
project. The customer then chooses to go with the entire solution as advised
by the chosen Seller Organization.

Consultative Selling - A new
2/5/2019 9
Approach