Consultative selling is one of the most recent selling concepts that have evolved in the marketing field. Consultative Salesman try to sell solutions, keeping in mind the interest of their organization as well as that of the customer.
Articles on Consultative Selling
Consultative selling has been the new buzz word doing rounds in marketing and sales circles. Lets understand the process of consultative selling in detail.
Consultative selling approach demands a different orientation and thinking on the part of a salesman. Lets understand in detail about the role of a consultative salesman.
Consultative selling calls for a thorough study, preparation and planning by the sales and marketing teams. Lets understand more about the pre-sales preparation.
In a consultative selling process once the solution is prepared then it is presented to the customer. Soultion presentation is one of the most important aspect of the pre sales process.
Consultative selling has gained global acceptance as the most effective sales process. Lets learn in detail about the skills required for consultative selling.
Consultative selling process is not easy and can be quite lengthy too. Managing customers concerns is one of the most important part of consultative selling process.
Objections from the customers is a normal part of the sales process. How you handle the objections vary from the traditional sales process to consultative sales process.
Pricing is one of the most important factor in every sales process. In a consultative selling process, you need to have a win-win attitude while dealing with the customer. Lets understand in detail about how to manage pricing negotiations in consultative selling process.
The Selling process calls for the salesmen to be good at many fronts. Sales training is the only way that you can equip your sales team to become smart and successful.
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