The Consultative Sales Process Guide

In a consultative sale, building a relationship is important to create identification with one on one communication with the customer to keep the customer feeling confident and safe with the salesperson. A satisfied customer always comes back.

Approaching the task of having to communicate with your customers to affectively resolve their problem can be a difficult task, therefore using various negotiation techniques in the process will be very important. Before anyone would contact a customer regarding their problem, you would always need to know what has to be achieved in the long run of the discussion, as you will effectively be working towards what’s best for their service whilst it being beneficial towards both customer and the organisation. Sometimes customers may need something improved on their service which is out of the ordinary, therefore it is my task to comprise and introduce other products or services that we have available to offer in order for their satisfaction and a positive customer experience. Listening carefully is one of the most crucial aspects of negotiation, as you must be able to offer new products and services whilst communicating with customers, which can be proven to be quite the task itself, therefore you would always have to be alert and listen very carefully to their needs in order to offer them the correct product or service for their need.

Presentations from the salesmen give a better understanding of the available services, costs associated with each service, and generate a line of communication with the companies. The presentations potentially help determine the ease of their software, potential issues with staff, and the ability to discuss the variety of scenarios with sales person to determine if they have the technology and capabilities to handle the job. The potential companies will issue quotes to the costs that would be required for the services in question. As a non-profit organization quotes are mandatory to ensure

With the addition of added services to DCI’s portfolio, it is imperative to add a sales department to assist the service and support department to maximize profits. Training and development implementation for the new sales division for every employee, regardless of the employees department must take place (Mayhew, 2012). This will ensure that every employee can assist customers who wish to purchase DCI’s products. Furthermore, it is necessary for current employees to complete monthly online scenario training and comprehensive training classes. Additionally, each of the new sales department teams will have a sales mentor available to provide guidance and feedback on an ongoing basis.

Understanding customer needs (including examples of 3 different customers and 1 need for each, and explain how you would prioritise conflicting needs)

3) Goal setting- allow the client to set reasonable goals for his/or herself. Once the goal has been established, then we will discuss how important it

Markets consist of buyers that differ in their needs, wants, resources, locations, buying attitudes and buying practices. To reach customer insight, it is important to understand the needs of different segments and to communicate pertinently to them (Brown L, Brown C, Gallagher SM, 2008).

Sales personnel needs to suggest new products that customers would not have thought before or that online algorithms would have missed. In order to know all the products in details and to inform something that customers don’t know, salespersons should have more training programs regarding product information. Train salespeople to be active listeners and be trustworthy to customers so they could purchase from a salesperson. (Wood, 2016).

Questions he should ask at the meeting to determine the customer’s requirements and any additional needs:

Successful sales representatives help their business growth by cultivating relationships with new clients. Yet, most sales professionals have difficulties find the time that is required to turn potential sales leads into profitable clients. Many salespeople use the process of strategic prospecting to help generate business (Ingram, LaForge, Avila, Schwepker, & Williams, 2007). Strategic prospecting is a process that identifies, qualifies, and prioritizes sales leads (Ingram et al., 2007). The process funnels large numbers of potential customers into a small number of extremely promising prospects, saving the salesperson time and effort (Ingram et al., 2007). The process starts through multiple methods of location new prospects, eliminating

After the purchaser has perceived the need, he/ she will attempting to discover the intends to fathom that need. Wellsprings of data include: Personal sources Commercial Sources Public sources Personal experience Example: The client of the telephone in the wake of perceiving that her telephone is harmed, she will in the end attempt to discover how she can repair her telephone. In the event that she can 't repair it herself she will

2. Categorizing and prioritizing the customer needs attracting a solid target market. And knowledgeable sales person to engage in customer relationships.

An efficient and flexible sales process allows you to vigorously respond to market changes and make profit.

The next stage in the personal selling process is approaching the prospect. This means actually having an initial first meeting with the prospect for the first time, face-to-face. (Personal Selling, pg.136) Like most things in life, “Practice Makes Perfect”, and in this particular case, this statement holds true in that the more a sales representative practices and rehearses their sales presentation, the better. Practicing and rehearsing one’s presentation assist sales representatives in

Ranking criteria will vary from company to company, but typical factors to consider are the size of the orders, the potential of future business, the ease of servicing the account, and the prospect influence in the market place. By applying ranking criteria that are in line with the company goals, salespeople avoid wasting valuable time on unprofitable prospects-and good prospects will not slip through the cracks for luck of attention. Sometimes in Prospect profiling, salespeople engage in Pre-call planning, where the salesperson focuses on learning more about the customer’s situation. Salespeople may visit the prospects place of business to learn more about their needs, to ask about facts or explore the buyer’s present situation; and also deal with problems, difficulties and dissatisfaction the buyer is experiencing, and also ask about the value or usefulness of a proposed solution. After the proper information is gathered the sales representative plans a sales presentation to be delivered at a later date.