5. What is Consultative Selling?
Defined as: “Getting to grips with client
needs and looking for solutions to those
(business) needs in a comfortable, relaxed
manner, rather than using high pressure
sales techniques.”
6. When to use Consultative Selling?
• Consultative selling is not just relevant to
business to business sales.
• It can be used in the sale of major private or
domestic items.
7. Most people like sellers who
• Show concern for buyer’s needs.
• Ask intelligent questions and listen attentively.
• Relate the capabilities of their product to providing
solutions to the buyer’s needs.
• Are friendly, confident and help the buyer to
purchase without being pushy.
8. Why should we use Consultative
Selling?
• Quite simply it is the most effective way of
helping a buyer make a purchase decision in
your favour.
• We will sell more if we sell to them in the
way that we want to be sold to.
9. Is Consultative Selling always
Appropriate?
• No –for low-value decision purchases
• Yes – for high-value decision purchases.
15. Selling Skills Inventory
• Helps improve your collaborative selling
skills.
• Identify your Strengths and Weaknesses
• Identify areas of improvement
16. The Collaborative Selling Process Model
The Foundation Building a Relationship of Mutual Trust
1. Establishing A Reason to Meet
2. Identifying Needs and Problems
5. Overcoming
3. Considering Possible Options Resistance
4. Agreeing on a Solution
6. Pledging to Act
17. Conclusion
• Consultative selling is ideal for business selling.
• It focuses on understanding customer needs and
finding solutions.
• It has a longer selling cycle compared to other
selling methods.
18. You are welcome to contact Nigel Bairstow at B2B
Whiteboard your source of B2B Asia / Pacific
marketing advice
http://www.linkedin.com/pub/nigel-bairstow/6/41b/726
http://twitter.com/#!/b2bwhiteboard
