consultative selling has been the new buzz word doing rounds in marketing and sales circles. organizations for long have realized the need to be customer oriented and customer focused in their total approach. the best examples or case for consultative selling comes perhaps from high tech and software as well as logistics fields. logistics players have long since realized the need to provide a whole gamut of integrated logistics supply solutions to the clients in order to be effective.
when they talk to a client like wal-mart, they talk about doing purchase order management with wal-marts suppliers in china, india, mexico and other countries, consolidating freight at each of the countries, shipping, customs clearance at the point of origin as well as destination right up to delivery, unpacking or warehousing at local distribution center and making just in time supplies to wal-marts retail locations based on replenishment orders or call offs. customized applications as well as dedicated customer service teams manage to ensure that they deliver their commitments as per the agreed timelines and kpis. in fact the solution design will come up with multiple options and solutions or may design different solution for each country taking into consideration local factors that makes the solution unique to each country. the solution design team readies detailed presentations covering various options, details pros and cons, advantages and disadvantages of each solution and presents to the customer. management study guide is a complete tutorial for management students, where students can learn the basics as well as advanced concepts related to management and its related subjects.
to me, the difference between consultative selling and traditional sales is a bit like the difference between a therapist and a doctor. curiosity is at the heart of a consultative sales process, and i think the new generation of salespeople has forgotten the art of asking questions that dig up quality responses. that lays a strong foundation of trust and credibility — which is very likely to end in a closed-won deal. the salesperson was clearly trying to use a consultative approach.
the two things they promise is that you’ll learn to prioritize the right buyers and understand your prospects’ real challenges. the only thing that applies to every one of your customers is that they have a problem. this includes little phrases like: when looking to build a consultative selling process into your sales cycle, these qualifiers are subtle, yet invaluable to the overall conversation. but, adding these best practices to your sales process will ensure the healthy growth of your team, and company, by making sure you are solving the right problem for the right people. this four consultative techniques, is a big help for the sales team building, not just to create a better sales team but to give the better and accurate information for prospects.
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