From a pure and simple commercial activity, with no other objective than to do the numbers, to a strategy that focuses on putting oneself first and foremost in the shoes of the client, knowing their needs and offering them the solutions that best suit their situation. Welcome to the era of consultative selling , a step forward that humanizes the sales profession.
Sales profiles continue to be among the most sought-after in the labour market, and this does not seem to have changed in recent years, and one could even say in recent decades. What is evolving, in a positive way, are the characteristics of these professionals and the formulas that are applied to the sales area. It is one of these new methodologies that is addressed in this report: consultative selling . What is it really? What does it consist of? What are the advantages it brings to sales departments?
What is consultative selling and how to implement it?
Consultative selling is a commercial formula that, as its name indicates, focuses on “consulting” with the client, both the current user of the company’s products and services and the potential one, about what they really need. It could be said that it humanizes the commercial work, since what is worked on is to know in depth what the consumer slovenia whatsapp data needs and, based on this, offer them the best solutions that the company has.
How to implement consultative selling? Several essential points:
Detailed dissection of the products-services that are offered-provided
X-ray of the public to which the brand is directed
Formation of a team qualified for this methodology
Review of the customer service being provided
Record results and determine what is being done well and aspects to improve
Starting from scratch, if until now a business has been carrying out commercial tasks outside this consultative formula , it is key to establish an initial period of training for professionals and application of the system to the firm. It is important to implement the consultative sales method when employees and the company itself are really prepared for it, because otherwise false results could be obtained and the benefits of this work system could not be known.
MASTER IN MARKETING MANAGEMENT
The time has come to decide. Your future, for the first time, is in your hands and you have the opportunity to train yourself to be who you want to be.
I want to know more!
What is the consultative sales method?
Taking into account the above, consultative selling could be defined taking into account these factors.