Experiential Learning Essay
Elizabeth Burton
February 22, 2013
Professor Rolley
Consultative selling
INTRODUCTION
For the last five years, I have held the fulltime sales position of Client Partner with a performance improvement origination. In this roll, I sell individual, team, and organizational solutions to mainly Fortune 500 and Fortune 100 organizations. My position as a Client Partner is a consultative sales job. I partner with clients helping them achieve better results. Consultative sales are quite different and very unique, from traditional or transactional sales. In the Consultative sales it is not about convincing the potential client that you have the product they need, or how you have the best price. Consultative sales are about results based conversations. Key concepts to Consultative selling are relationship building, effective listening, and closing the sale
I. CONCRETE EXPERIENCE
Within the role of consultative selling, one must have the ability to build relationships, demonstrate effective listening, and then close the sale in order to be successful. I have been in this role for nearly five years. The last two years have been spent in the field, meeting face to face with clients and potential clients weekly. The face to face meeting is essential to the consultative sales role, as this is where the three key concepts are demonstrated. Prior to moving to the field, I had very limited experience in live consultative selling. My first year was really trial by error. I am confident in this first year; I lost many sells and even client relationships due to my lack of skills. However, I can recall one of the most satisfying consultative selling face to face client meetings where using all three key concepts, resulted in a large client engagement.
The client was Orica they are the largest manufactures and full service explosive organization specializing in the mining and engineering fields. I received a call from someone in Orica, the individual was
February 22, 2013
Professor Rolley
Consultative selling
INTRODUCTION
For the last five years, I have held the fulltime sales position of Client Partner with a performance improvement origination. In this roll, I sell individual, team, and organizational solutions to mainly Fortune 500 and Fortune 100 organizations. My position as a Client Partner is a consultative sales job. I partner with clients helping them achieve better results. Consultative sales are quite different and very unique, from traditional or transactional sales. In the Consultative sales it is not about convincing the potential client that you have the product they need, or how you have the best price. Consultative sales are about results based conversations. Key concepts to Consultative selling are relationship building, effective listening, and closing the sale
I. CONCRETE EXPERIENCE
Within the role of consultative selling, one must have the ability to build relationships, demonstrate effective listening, and then close the sale in order to be successful. I have been in this role for nearly five years. The last two years have been spent in the field, meeting face to face with clients and potential clients weekly. The face to face meeting is essential to the consultative sales role, as this is where the three key concepts are demonstrated. Prior to moving to the field, I had very limited experience in live consultative selling. My first year was really trial by error. I am confident in this first year; I lost many sells and even client relationships due to my lack of skills. However, I can recall one of the most satisfying consultative selling face to face client meetings where using all three key concepts, resulted in a large client engagement.
The client was Orica they are the largest manufactures and full service explosive organization specializing in the mining and engineering fields. I received a call from someone in Orica, the individual was
References: Gaffney, Steven Francis, Colleen. (2010). Honesty Sells: How to Make More Money and Increase Business Profits. Hoboken, NJ: Wiley. Bonet, Diana Woodbury, Debbie Zayszly. (2010). Business of Listening: A Practical Guide to Effective Listening. Boston, MA. Course Technology. Bennett, Greg. (2006). Consultative Closing: Simple Steps That Build Relationships and Win Even the Toughest Sale. Saranac Lake, NY. AMACOM Books. .