/ Consultative Selling - The Knowledge and Skills Requirements (Checklist, Questionnaire, Plan)
Consultative Selling - The Knowledge and Skills Requirements (Checklist, Questionnaire, Plan)
Consultative selling is the process and skill used by a sales person with his / her customers which enables them both to identify the real needs and problems of the customer and which results in a solution perceived to be in the best interest of the customer by the customer. This document describes the six key customer issues below in detail and lists the knowledge and skills required of the sales person in addressing each of the issues successfully. 1. Involvement of multiple decision-makers 2. Greater complexity in the sales process 3. The lengthened sales cycle 4. Need for specific/tailored solutions 5. Creating effective relationships (external and internal) 6. Managing account growth and profitability Also provided is a Personal Development Plan template.
Effective selling increasingly requires a consultative approach with customers. Very often more than one contact within the customer is involved in a buying decision, the sales process can be lengthy and complex, decision makers and decision influencers can be hard to identify and handle, and concluding the sales process can be hard to achieve. This resource provides all the necessary insights and a comprehensive checklist to ensure that the consultative sales person uses their knowledge and skills really effectively throughout the consultative selling process.