BUSN1091 Consultative Selling Week 1 Reading : What is a Consultative Salesperso
ID: 399917 • Letter: B
Question
BUSN1091
Consultative Selling
Week 1 Reading
: What is a Consultative Salesperson?
Week 1
Review Questions
25 points
1.Describe how a salesperson could be viewed as a“consultant”in a business-to-business salesrelationship. How could this consultant role differentiate a salesperson from a competitor and help to retain business clients?
2.Discuss some strategies for applying the win-win approach in consultative selling. Provide anexample for each strategy mentioned.
3.Do you think it is possible to present yourself as a consultant to otherbusinesses withoutbeingan expert? Discuss the importance of“expertise”and suggest some areas of knowledge and experience that would be helpful for a consultant.
4.Describe the difference between Transaction-FocusedTraditional Selling andTrust-BasedRelationship Selling.
Explanation / Answer
1. A salesperson and consultant have many aspects in common, a bird's eye view of the industry, the capability to know exactly what a client is demanding for . The consultative role, helps the salesperson to be always on the toes to be offering the pest value proposition and deal to its customers. Building the personal connect goes a long way in gaing trust, hence becoming a trusted advisor in long run. This ensures loss of clients to the competition.
2.Consultative selling involves the following features:
Need based selling: Determing the challenges and needs of the client before pitching the product. Here the objective is to make the product seem suitalble for the need, and not a forced kind of the selling.
Competitive Selling: Make the client understand the competitive advantge that they would gain with your product. It woudl start with the trends in the industry and making them understand what positioning will be after the usage of your product offering or product line.
3. Yes as a sales consultant it is very much possible to offer an unbiased view and advice, However a piece of advice without experience may fire back in some instances and may not be the most suitale value proposition. So even when the salesperson acts as a consultant he/ she knows the game. They know the industry, understand the client behaviour and also know the nerve of the business. That is crucial to be able to offer effective advise that is not only acceptable by client but also implementable in the later stages of the project.
4. Transaction focussed selling does not involve understanding the need of the customer. The focus is on the seller with product being under the highlight. However , in the trust based selling the seller shifts the focus to the customer. Understanding the need of the customer , offering empathy, becoming a trusted advisor and then pitching the product is the general practice. The idea is to ensure that the need is addressed using the product. In traditional methods, whether the need exists or not the seller pushes the product to everyone and looses time and effort. While trust based selling is highly effective in terms of focussing on the right target group athe right time of the adoption curve.
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