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Consultative Selling - Achieving Success

What separates a successful sales person from an unsuccessful one are certain essential behaviours and skills that the successful ones have and the unsuccessful ones don't. These are:

 

1. Ability to appeal to customer's all five senses

 

2. Ability to structure relevant probing questions to uncover customer needs

 

3. Ability to probe without sounding unnecessarily interrogative or forceful

 

4. Listen actively to understand rather than react, defend or justify

 

5. Listen without preconceived notions or biases

 

6. Genuinely empathise with customer's concerns and problems

 

7. Engage in dialogues & conversations not monologues

 

8. Pitch solutions not 'products or services'

 

9. Talk benefits not just features or advantages

 

10. Handle doubts and objections openly, assertively, with intention to resolve 

 

11. Proactively encourage customers to express doubts and objections.

 

12. Create moments of magic for customers not moments of misery

 

13. Negotiate with customers for win : win outcome

 

14. Never push customers to buy

 

15. Prefer to develop relationships not transactional interactions

 

16. Never commit what they can't deliver

 

17. Always deliver what they commit

 

18. Change communication style to mirror customer’s

 

19. See rejection as an opportunity not problem

 

20. Regularly update their own knowledge & skills

 


How do you measure up to all of the above?

 


Consultative Selling Workshops for Reliance Nippon Life Asset Management (Delhi, Mumbai, Kolkatta).





 

 

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