Consultative Selling Process
February 12, 2025
The practice of CSR or Corporate Social Responsibility as a paradigm for firms and businesses to follow has evolved from its early days as a slogan that was considered trendy by some firms following it to the present day realities of the 21st century where it is no longer just fashionable but a business requirement […]
Simply put, E Commerce is ‘Using Electronic Platform for Business Transactions’. It is also called a ‘Virtual Market Place’. Every minute millions of people from all over the world are logging into the Internet looking for some information, for product, services, to look for news, download music, for online shopping and so on. Every individual […]
Confronting a No-Growth Economy The main problem facing the global economy is that growth has stalled and excessive money printing has led to inflation. There is a saying which goes something like this, if you do not change direction, you are likely to end up in the same place that your life is taking you […]
The previous articles discussed how shareholders play an important role in promoting good corporate governance. This article looks at the patterns of shareholder ownership that are prevalent in organizations in the corporate world. To start with, any company whether it is private or public limited needs to have shareholders who contribute equity to the setting […]
Regression scoring is one of the difficult but more precise and faithful marketing technique as compared to profiling and modeling. For targeting new and esteemed customers all the organization substantially pursue regression scoring techniques. Following is the process involved in regression scoring: Identify the prospect or probable customers from the population of all customers and […]
Selling methods and process has undergone a lot of changes in the recent times. Gone are the days when a salesman would carry his bag and meet with the customers to explain and demonstrate the product to the customers.
Today, the marketing or sales process as well as the customer profiles has changed. Technology especially multimedia and internet connectivity have redefined the selling process.
Customer’s expectations of a product are not what it used to be. Today’s customers both at an individual level as well as at Organizational or businesses evaluate a product from several perspectives. They have well planned process and evaluation criteria to be able to choose the right vendor and product for their business. The process of buying tends to be quite elaborate. The level of competition too is very high and customers really have several options and alternatives available to them in the market today.
In a consultative mode of selling, you always engage with the customer and try to speak his language. By this we mean, that you understand the customer’s business, identify his needs and problem areas, get into his shoes and look at a solution using your product or service to suit the customer’s needs. This method of consultative selling is the most effective mode for the value that the customer derives from your effort is much higher than in any other mode of selling.
Engaging with the customer, getting to know about his business operations calls for spending a lot of time at the customer’s premise, observing the process and workings, holding discussions with various people engaged in the particular aspect of business and understanding the problems and needs on first hand basis. Usually this effort is undertaken by a solution design team that works under the leadership of the sales manager or sales person.
Once the solution has been designed, the most important aspect of the pre sales process then begins. This is the stage when you have got to present the solution to the customer. This is where you have got to prepare the best presentation that will help you clinch the deal. Multi-media technology offers us the best option to be able to build the best and most effective presentations. However a lot of time and effort will need to be spent on designing and building the presentation.
While preparing the presentation, it always helps to think from the customer’s perspective and accordingly build the same. The entire framework of the detailed presentation would need to be divided into three portions. The presentation of course, opens with a welcome slide addressing the customer followed by a statement of the occasion and the intent of the presentation.
During the presentation there are likely to be detailed discussions following which you might be required to change or propose alterations and amendments to your proposed solution. It might then be ideal to submit the pricing proposal separately to the concerned along with the copy of the proposed solution.
The audio visual presentation of the solution is one of the most important activities in the consultative selling process. Always remember to customize the presentation and leave your name, designation as well as contact information as a part of the solution design document.
Practice making presentation at your office until you are comfortable and familiar with the solution. Take time to prepare yourself thoroughly. It is always a good idea to take your product development as well as solution design team members with while you make the solution design presentation to your customer. Remember all of these gestures will impact your image in the customer’s mind.
Finally, engage with the customer and be prepared to and open to reworking on the solution as many times as required to get the best solution possible. Your perseverance and holding customer’s interest at heart helps you go long way as a successful sales manager.
Your email address will not be published. Required fields are marked *