Consultative Selling Examples
A market-leading beverage company wished to apply the consultative approach at field level.
The company developed a new classification of customers, each requiring a different level and type of partnering, and different skill-sets. Restructured around these requirements, the company ran targeted skill development workshops to help their sales force make the transition.
How could you apply this? You may not be in a position to change the "Go-to-market" model, but if you believe you are ready to make the shift, you can certainly start by sharpening your tools!
Are you a consultative sales person?... CLICK HERE TO TAKE OUR ON-LINE QUIZ
Would you like to have access to a comprehensive checklist of consultative skills?... CLICK HERE TO AUDIT YOUR SKILLS.
The company developed a new classification of customers, each requiring a different level and type of partnering, and different skill-sets. Restructured around these requirements, the company ran targeted skill development workshops to help their sales force make the transition.
How could you apply this? You may not be in a position to change the "Go-to-market" model, but if you believe you are ready to make the shift, you can certainly start by sharpening your tools!
Are you a consultative sales person?... CLICK HERE TO TAKE OUR ON-LINE QUIZ
Would you like to have access to a comprehensive checklist of consultative skills?... CLICK HERE TO AUDIT YOUR SKILLS.
In consumer packaged goods, GMROI (Gross Margin Return on Inventory) is commonly used by retailers as a performance measure. A consultative selling approach requires sales/account people to work with this model, and to integrate their techniques with the growing use of Category Management methods. But many sales people find this a challenge, and need to start by going back to the basics.
Click here to download the neat reminder card on the left. It will refresh your memory on margin, markup, stock-turn and GMROI. It also helps convert margins to markups, and calculates the volume increase you need to generate on promotions to break-even. If you need more help, access the financial skills training in our Bookstore and on our You Tube Channel. See how best-in-class retailers and distributors track their metrics and KPIs.
CLICK HERE TO REVIEW OUR RETAILER KPI TRACKING TOOL
Click here to download the neat reminder card on the left. It will refresh your memory on margin, markup, stock-turn and GMROI. It also helps convert margins to markups, and calculates the volume increase you need to generate on promotions to break-even. If you need more help, access the financial skills training in our Bookstore and on our You Tube Channel. See how best-in-class retailers and distributors track their metrics and KPIs.
CLICK HERE TO REVIEW OUR RETAILER KPI TRACKING TOOL
We worked across Asia Pacific with a major supplier of lubricants through a range of distributor channels, serving both consumers and B2B end users. We helped them model the impact of changed trading relationships, which led to a set of screening criteria for the network, which was adopted across the Region. We then installed a Distributor Management System strongly rooted in the Consultative Approach.
CLICK HERE TO DOWNLOAD THE TEMPLATE we use for managing this type of consultative relationship.
CLICK HERE TO REVIEW THE VIDEO TUTORIAL.
CLICK HERE TO DOWNLOAD THE TEMPLATE we use for managing this type of consultative relationship.
CLICK HERE TO REVIEW THE VIDEO TUTORIAL.
