Consultative Selling, The Effective Way

infisel is the best sales consulting in Coimbatore, Consultative Selling, The Effective Way

Back in 1999, when I started my career in the pharma industry as a sales representative, we were trained to make a sale by hook or crook. We were never taught to analyze what the customer needs or wants, just “push” the product into the market. There were cases where the pharmacies wouldn’t even know what they are buying and would just ask for offers and deals. It was always about targets, striking deals, manipulation and finally, after a year and a half, I decided I won’t continue in sales and marketing field because I started feeling guilty and was not passionate about what I was doing. A few years later, while working in ITES, I got a chance to get into sales and marketing, this time it was FMCG products, soaps, shampoos. The good part about this re-entry into sales was that this time there was an organization providing excellent training programs every week and I started to learn that selling is about transferring conviction and not about the exchange of product/service for money. I experienced the magic of connecting and sell, people were buying so easily when I would understand and then try to be understood. I started making good progress and from then on I have been following the consultative sales model where you help a customer buy and stay on his/her side of the conversation rather than becoming an opponent.