Consultative Selling Techniques

On June 7, 2006 I was able to spend a few moments with Sales Professional Extraordinaire Mr. Jerry of a prestigious jewelry company in Honolulu when I worked there as a security officer (I was also a newsletter writer for the company). I was curious to discover what was exactly consultative sales and how does a SP incorporate this concept in the culture of selling. The following is a brief look at how Jerry utilizes consultative selling to his advantage through our interview. My thoughts, observations, and comments will be reflected in parentheses:

Griffin: How does consulting contribute to a sale?
Jerry: Consulting helps narrow the search on what a customer is looking for and helps them to make a decision faster. By doing this, you help close sales better. But before I can do this, I need to listen to what they need and then find it in the store. (As Jeffrey Gitomer, author of the Sales Bible said, "A person, who seems to have all the answers, usually isn't listening." As a former security officer, I have noticed that the acknowledging the customer's needs by repeating what they say and listening helps in the rapport and builds trust. )

G: When does consulting sales become frustrating to you?
J: When the customer cannot decide on what they want and cannot make a decision. (I have noticed that Japanese customers can be notorious for doing this. I think in order to speed up the process utilizing closing techniques such as showing the customer how much value the product is, convincing through gentle persuasion how their appearance would be enhanced with a piece, or the advantage of the Hawaii sales tax vs. Japan.)

G: How do you help them come to a final decision?
J: I usually ask the customer the closing sales questions that we have been taught (No one likes being sold but everyone likes to buy-Jeffrey Giotmer. The challenge is to make the close sound natural and genuine than sounding like a 'sales professional.' Customers are more apt to buy from a friend than a stranger.)

Consultative sales are the basics of sales and the results will totally depend on the product knowledge, the enthusiasm, and the positive attitude of the sales professional. The key is to find out what the customer needs and to exceed their expectations to gain a loyal and satisfied customer.

Griffin J. Lilly Jr is sensi and pen warrior of Samurai Freelancing. From his humble beginnings as a frustrated English major to a breakout rising star on the writing market, you can count on him delivering for you the very best your project desires. You may contact him if you want to hire his service and even more important, he is a sucker for Japanese seafood buffets and anime.

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