Consulting sales is a brand-new sales concept and model, which originated in the 1990s and has rich connotations and strong practicability. When introducing products with professional sales skills, salespeople use analytical ability, comprehensive ability, practical ability, creativity and persuasiveness to meet customers' requirements, predict customers' future needs and put forward positive sales method suggestions.
Because customers' purchasing behavior can be divided into five processes: generating demand, collecting information, evaluating and selecting, making purchasing decisions, and responding after purchasing, consultative selling can be divided into several steps, such as tapping potential customers, visiting customers, screening customers, grasping customer needs, providing solutions, concluding transactions, and sales management.
Extended data:
Characteristics of consultative selling:
1. All sales conversations revolve around overcoming and avoiding objections.
2. Problems that lead to customer neglect are effective ways to overcome customer objections.
3. Effectively guiding customers to say what sales representatives want to say is a dialogue technology.
4. Extending the topic from simple questions to depth is the focus of the pre-sales call plan.
5. Every problem can not only push the sales forward, but also make the sales return to the original point.
Baidu encyclopedia-consulting sales
Baidu encyclopedia-consulting marketing