consultative selling for new managers - a how-to guide

How to be effective at

Consultative Selling for

New Managers

Aniruddha Guha Sarkar https://www.linkedin.com/in/aniruddhagsarkar/

Prepare and Target

Appropriately

Aniruddha Guha Sarkar https://www.linkedin.com/in/aniruddhagsarkar/

It is important to follow client's financial statements,

understand the possible problems, and then target

accordingly

Domain Knowledge

 Holds the Key

Aniruddha Guha Sarkar https://www.linkedin.com/in/aniruddhagsarkar/

The Client would expect a sales executive to have

good domain experience to add value and context

Know

your

Customer

Aniruddha Guha Sarkar https://www.linkedin.com/in/aniruddhagsarkar/

It is important to not only know your Client, but also

to know your Client's Competition

Be a Trusted Advisor

Aniruddha Guha Sarkar https://www.linkedin.com/in/aniruddhagsarkar/

In today's world, Relationship is the key

in sales, being a Partner who could be trusted is extremely important

Be Transparent

Aniruddha Guha Sarkar https://www.linkedin.com/in/aniruddhagsarkar/

It is a sin to say that you can support every problem.

Understand your capabilities and be honest

with the Client

 What is the Value Proposition for the Customer

Aniruddha Guha Sarkar https://www.linkedin.com/in/aniruddhagsarkar/

It is extremely important for your

Client to understand thederived value which

they will get, post working with you.

"What's in it for them"

Share References Proactively

Aniruddha Guha Sarkar https://www.linkedin.com/in/aniruddhagsarkar/

The best marketing tool today is "Word of

Mouth". Nothing works more effectively than a

Client talking to another Client and

getting good feedback

Follow up and

Follow Through

Aniruddha Guha Sarkar https://www.linkedin.com/in/aniruddhagsarkar/

Do not give up! it is important to not only keep following up, but also to be

consistently following through out the deal cycle

Ensure Delivery of "What was

Promised"

Aniruddha Guha Sarkar https://www.linkedin.com/in/aniruddhagsarkar/

The proof is in the pudding! Your job does not stop at the point of sale. It iscritical to ensure proper delivery to

get any future references

Let's Go Sell - All the Best!

Follow me on Twitter @aniruddha1979https://www.linkedin.com/in/aniruddhagsarkar/