Consultative Selling

This is a training I attended as a part Skills course last week at LBS.
It was quite interesting and we were told to understand the type of the person to whom we are selling to. There are 4 types of people namely :

1. Analytical
2. Amiable
3. Controller and
4. Enthusiast.

Analytical people are quire thinkers and believe in factual data. So when you are trying to sell to them be ready with the facts, data and research reports.

Amiable people are friendly and will be bridging and will expect a long lasting relationships.

Controllers are slow decision makers based on analysis, data and facts. You need to provide bullet points and get confirmation from them on thier interests.

Enthusiasts are people who like imagining. If you are selling to an enthusiast use phrsases like ' Imagine you are using this tool and it will increase your revenue by many folds, etc etc'

So the basic idea is to understand the buyer before you discuss with them. This is consultative selling or customer oriented selling.

If I talk to a marketing guy, he would say that this is obvious - as a seller you have understand the needs and design the accordingly.