consultative selling for new managers - a how-to guide
TRANSCRIPT
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/