What is Consultative Selling? How to apply it to furniture sales?

Updated on furniture 2024-07-20
2 answers
  1. Anonymous users2024-01-24

    Consultative selling is to start from the consumer's point of view, dig out the needs of the consumer, so as to provide a complete and suitable solution and product.

    Then our ordinary sales are from our own point of view, blindly emphasizing how good my furniture is, and does not cater to the psychological needs of consumers, which is obviously outdated.

    Therefore, in the process of sales, we communicate with customers more, different customers, different solutions, will bring different surprises, then your brand is naturally unique!

    It's the first time I've answered someone's question, and I hope it can help you!

  2. Anonymous users2024-01-23

    Consultative marketing, as the name suggests, is to provide professional advice and solutions and value-added services from the perspective of professional and customer interests, so that customers can make the right choice of products or services and give full play to their value, in this consultative marketing process at the same time to establish the customer's feelings and loyalty to the brand provider of the product or service, which is conducive to further development of relationship marketing, to achieve a long-term and stable cooperative relationship, to achieve strategic alliances, so as to form a unique lethal market competitiveness.

    Consultative selling is a new sales concept and sales model, which originated in the 90s of the 20th century, with rich connotation and clear practicality. It refers to the sales method in which the salesperson introduces the product with professional sales skills, and uses the analytical ability, comprehensive ability, practical ability, creative ability, and persuasion ability to complete the customer's requirements, and foresees the customer's future needs and puts forward positive suggestions.

    Since the customer's purchase behavior can be divided into five processes: generating demand, collecting information, evaluating choices, purchasing decisions and post-purchase reactions, consultative sales can be divided into several steps such as mining potential customers, visiting customers, screening customers, grasping customer needs, providing solutions, closing deals, and sales management according to customers' purchase behaviors.

    The main thing is: proficient product knowledge + sales skills = contracting.

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