Consultative Selling
Sales plays pivotal role in demand and supply framework. A typical sales happen when customer received what he pays for. However consultative selling is more of understanding customer issues before tailoring solution. Think how patient consults doctor for any health related issue. It works in the same way. Here salesman act more of consultant than normal salesman. He solves customer problems and create delight. Consultative approach is very focused and result oriented. They can be trained to improve the financial health of the organisation. Don’t get surprised as they are long term value builder. Play them as commando’s of sale when organisation need sales badly.
Definition Consultative Sales: “Consultative sales is a selling method in which the salesperson spends time with the customer to understand the problem the customer is trying to solve and then recommends a solution.
Tools of consultant
Problem detector: Probing questions are problem detecting tool for sales consultant They put customer through some question till they understand customer context and requirement.
Customised solution: All customers needs are not alike so why do we offer same solutions to all customers. Most of salesman play robotic sales script even before listening customer. Instead sales consultant offer solutions after understanding customer need.
Insights: Sales consultant offers valuable insights for the benefit of customers and organisations. They are very focused and result oriented.
Empathy:It is always a good practice to put themselves in customer shoes. This make their body language more positive and assertive .
"So the real art and craft of sales lies in consultative selling"
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