Articles on Consultative Selling

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.

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In Consultative selling the salesmen engages with the customers to understand about their business, problems, needs as well as expectations, forecast their future needs and builds up a solution.

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Salesmanship and the approach to selling have undergone tremendous changes. In the recent times, there is a huge expectation on the part of the sales men who are in the profession of selling.

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Consultative selling has been the new buzz word doing rounds in marketing and sales circles. Lets understand the process of consultative selling in detail.

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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.

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Consultative selling is an approach wherein the salesman engages with the customers business. In depth product knowledge is a key factor which is very essential for a consultative salesman

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In case of consultative selling, you need to gather and study all details of your product and your business so that you are very well conversant with your product or service.

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Consultative selling calls for a thorough study, preparation and planning by the sales and marketing teams. Lets understand more about the pre-sales preparation.

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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.

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The success of consultative selling process lies on the shoulders of the salesman. Planning and reviewing of the case status is essential in consultative selling process.

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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.

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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.

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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.

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A consultative salesman plays the role of a consultant rather than a salesman who is just selling a product. The article discusses in detail the challenges faced by a consultative salesman.

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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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