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Consultative Selling

Consultative Selling - The Knowledge and Skills Requirements (Checklist, Questionnaire, Plan) [Item Ref. 119]

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Price £5.00

Summary

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 result 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. Multiple decision-makers
2. Greater complexity in the sales process
3. The lengthened sales cycle
4. Specific/tailored solutions
5. Relationships (external and internal)
6. Account growth and profitability

Also provided is a Personal Development Plan template.



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