24205 Lecture Notes - Lecture 11: Customer Satisfaction
Document Summary
Consultative selling is ideal for business selling as it focuses on understanding customer needs and finding solutions. It has a longer selling cycle compared to other selling methods. It involves collaboration between the buyer and seller in a comfortable, relaxed move away from transactional (one way) to more in depth and collaborative style. The most important aspect of consultative selling involves showing manner instead of using high-pressure sales techniques. Buyers favour sellers who ask intelligent questions and listen attentively. It"s essential that sellers relate capabilities of their product to providing solutions to buyer needs. It is also important for sellers to be friendly, confident & help buyer to purchase without being pushy by using a non-invasive technique. Consultative selling is used because it is the most effective way of helping a buyer make a purchase decision in your favour. If clients are treated in a respectable manner, sales will increase.
