Modern Consultative Selling

The normal traditional selling have change drastically in this modern times, the new concept is consultative selling , which assume a different direction, in this the sales person play a key role before, during and after selling although the salesperson represent his company, in consultative selling approach he still stand by the customer being a consultant for the customer and ensure that the customer get the best, by giving the customer the right advice and tailor made product with the concern of the customer to right fit the needs and wants of the customer.

There are some sales strategies that sales managers can adopt to help their salespeople perform better in their selling with the customer such as research your prospects thoroughly before engaging, engage in pre-call planning, build trust with prospects during call, ask follow-up questions this and many more will help to get result for the Salesforce. We must also understand that there can never be a good sales person when you don't understand the customer, its needs and wants.

Consultative salespeople must understand their customers and carefully study their competitors. They must speak to the customer business and understand customer business.

There are some very important key factors in managing consultative selling, such as managing customer concern, managing customer objection and managing pricing negotiation to ensure success in the organisation.