BUSN1091 Consultative Selling Week2 Reading: Applying Consulting Skills Week 2 R

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BUSN1091

Consultative Selling

Week2 Reading: Applying Consulting Skills Week 2

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1.Alan Gillies, managing partner of Actando says:“Start framing your sales discussion as away to solve problems instead of a sales pitch and you’ll see the difference immediately.”Do you agree? Why or why not? Provide an example of what Alan might mean by this.

2.The reading discusses how buyers today want to help their organizations with“strategic priorities.”In other words, buyers want to hear from sellers how a product or service could help them reduce costs, increase profits, increase quality,increase effectiveness and efficiency, etc. If this is true, why do you think so many salespeople ignore these priorities?

3.What is the point of the Ben Duffy story? Why did Ben Duffy and the prospective clienttrade lists?

4.What are the four barriers that buyers experience?Why would knowing about these four barriers mean less to the process of the transactional salesperson than the consultative salesperson?

Explanation / Answer

1-
I agree with the statement, increment in the overall sales is detailed dependent on multiple factors which could be influenced by many terms. Focusing on problem solving or the problems in your organisation rather than looking at the sales graph or CS which provides adequate understanding of the situation for medication of the problem rather than looking into financial charts. Which type of tissue provides critical understanding of the situation and implements the accordingly affecting the organisation in a better way.

For an example, looking for the problem in the showroom for less sales of car models rather than looking into financial statements or sales pitch would be appropriate as looking into the environment of specific problem, solutions can be easily implemented as per the requirement.

2-
Most of the buyers in today's environment buy the products according to the needs. Telling the customers regarding usability of the product would definitely increase the overall influence of the product in customers my. This statement is a relatively true that customer look for a product that directly matches with their demand and heavily dependent on the advertised criteria of the product.
Many of the salesperson are directly depending on their self personality to sell the product rather than promoting product as a leading into different standards of helping the customer or increasing effectiveness and efficiency. As their are vast number of products available for an organisation, usually salesperson accept these qualities explanation and prepare their own ideology of promoting products reducing the impact of available opportunities of influence in the customer.

P.S.- Please use separate Threads to ask multiple questions in one go.

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