0:00:00.799,0:00:04.720

All right. So sales people all have

0:00:03.280,0:00:06.799

slightly different approaches

0:00:04.720,0:00:08.160

and part of that or part of the reason

0:00:06.799,0:00:10.559

for that is that

0:00:08.160,0:00:12.240

what works for one sales person probably

0:00:10.559,0:00:13.840

isn't going to work for another

0:00:12.240,0:00:15.440

even though they may follow the same

0:00:13.840,0:00:17.920

basic process

0:00:15.440,0:00:20.000

the exact approach is going to vary from

0:00:17.920,0:00:22.560

sales person to sales person.

0:00:20.000,0:00:25.039

One important approach and it's almost

0:00:22.560,0:00:27.840

more like a philosophy of selling

0:00:25.039,0:00:28.400

is what's called consultative selling,

0:00:27.840,0:00:30.160

and

0:00:28.400,0:00:31.519

we'll see in a minute why this is so

0:00:30.160,0:00:34.079

important but let's start with

0:00:31.519,0:00:36.079

what is consultative selling? Well it's

0:00:34.079,0:00:37.760

an approach to sales based on seeking

0:00:36.079,0:00:40.239

input from the customer

0:00:37.760,0:00:41.600

to develop solutions to specific

0:00:40.239,0:00:43.200

problems,

0:00:41.600,0:00:45.440

in other words we're not just going to

0:00:43.200,0:00:46.719

go out there and and try to sell the

0:00:45.440,0:00:49.840

same thing to this

0:00:46.719,0:00:51.120

every customer and sell it the same way,

0:00:49.840,0:00:52.559

that's kind of the opposite of what

0:00:51.120,0:00:54.079

we're talking about here with

0:00:52.559,0:00:54.320

consultative selling we're really going

0:00:54.079,0:00:57.440

to

0:00:54.320,0:01:00.000

listen take input and use that

0:00:57.440,0:01:00.960

to cater our sales pitch and even the

0:01:00.000,0:01:03.840

the specific

0:01:00.960,0:01:04.960

products that we try to sell to that

0:01:03.840,0:01:06.799

customer.

0:01:04.960,0:01:09.200

So this requires sales people to be

0:01:06.799,0:01:11.119

creative and to think critically about

0:01:09.200,0:01:12.320

okay what is the customer really saying

0:01:11.119,0:01:13.840

to me right now

0:01:12.320,0:01:15.520

and what problem are they really trying

0:01:13.840,0:01:18.320

to solve and then

0:01:15.520,0:01:18.799

how can we solve it. In order to get

0:01:18.320,0:01:21.360

there

0:01:18.799,0:01:23.439

we really have to ask questions it's

0:01:21.360,0:01:25.360

important not to talk all the time but

0:01:23.439,0:01:28.240

to listen as well.

0:01:25.360,0:01:29.119

So these are the ways that as a sales

0:01:28.240,0:01:31.920

person

0:01:29.119,0:01:32.960

we can one find good solutions for our

0:01:31.920,0:01:36.079

customers

0:01:32.960,0:01:37.759

which will probably result in more sales

0:01:36.079,0:01:39.520

but will certainly result in more

0:01:37.759,0:01:41.680

satisfied customers

0:01:39.520,0:01:43.920

and in the long term this will also help

0:01:41.680,0:01:45.200

us to build effective relationships with

0:01:43.920,0:01:47.119

our customers,

0:01:45.200,0:01:49.119

so that's what consoles excuse me

0:01:47.119,0:01:50.799

consultative selling is all about

0:01:49.119,0:01:54.799

and that's why it can be a very

0:01:50.799,0:01:54.799

effective approach to sell.