Neil Rackham

Because the customers give individual value different things, this approach requires not only a greater variety of products, but also great flexibility for the seller. How did this approach? In the United States, which has in the late 1980s for Rank Xerox over 35,000 sales calls recorded Huthwaite Institute with the behavioral researcher Neil Rackham and empirically evaluated. It turned out that the top seller for applying other sales strategies, as is taught in most schools sell in this country: the customer explains itself the product / services (the customer convinces himself!"). Since customers usually against defend themselves, what seller convincingly want to explain them here, if another way is to be followed: first and foremost, ask other questions. So, it has been demonstrated that sellers who use the approach of consultative selling, get up to 10 times fewer objections. What are the consultative selling approach the objectives of? Together with your customers, you have substantiated his need for real, not suspected. As a seller you are perceived by your customers as a competent.

Make visible the value of your offer for the customer with an individual value propositions. Your offer price is thus irrelevant. With the approach of the consultative selling you direct your customers to the self-knowledge as seller, which solution is right for him. If you would like to know more then you should visit John Blondel Goldman Sachs. More sales consultative in our seminar": wipec.de/unternehmen/verkaufsschulung in the tough economic times another sales approach emerged however, which I would like list for completeness. 5.

Collaborative selling or community sales in many sectors, there is now an icy business climate. "From the concentration on the deep needs and wishes of the customer may lead to some companies precisely, that they will be forced out of business, because of the company's real needs" be neglected. I'm then of course also indirectly hurt the customer, who has benefited from this customer supplier relationship. Developed a fifth era in selling very slowly: the collaborative selling.