How Do I Choose the Best Retail Consultant?

Consultative marketing refers to providing professional opinions and solutions and value-added services from a professional perspective and customer interests perspective, so that customers can make the correct choice of products or services and exert their value. At the same time, the consultative marketing process has established customer The sentiment and loyalty of the brand provider of the product or service is conducive to the further development of relationship marketing, to achieve a long-term stable cooperative relationship, and to achieve strategic alliances, which can form a uniquely lethal market competitiveness.

Advisory sales

Consultative marketing refers to providing professional opinions and solutions and value-added services from a professional perspective and customer interests perspective, so that customers can make the correct choice of products or services and exert their value. At the same time, the consultative marketing process has established customer The sentiment and loyalty of the brand provider of the product or service is conducive to the further development of relationship marketing, to achieve a long-term stable cooperative relationship, and to achieve strategic alliances, which can form a uniquely lethal market competitiveness.

Chinese name

Consultative Selling

Consultative sales is a brand new

Traditional sales theory believes that customers are God, good products are good performance and low price, and service is to sell products better; while advisory sales believe that customers are friends, a group with common interests with the seller, and good products. It is the product that the customer really needs, the service itself is the product, and the service is to reach communication with the customer. It can be seen that advisory sales position the sellers in three perspectives: customer friends, sellers, and consultants. Therefore, how to play these three roles well is the key to achieving advisory sales.

As a typical representative of modern marketing concepts, consultative sales have many characteristics of modern marketing concepts. Modern marketing emphasizes the needs of buyers, that is, to meet customer needs through products and ideas, passing on products and everything related to products. The starting point of advisory sales is also the needs of customers, and the end point is the research, feedback and processing of customer information. in

First, segment customers. Select the client. Not all customers are willing to accept the financial planning we have formulated for them. This is a process of reaching an agreement through two-way communication, which includes recognition of the company's brand and image, trust in the professional skills of marketers, and specific products. satisfaction level. All of these require our marketing staff to implement meticulous communication services. If you are a close friend of this client, your chances of success may be slightly higher than others when your professional ability and professional image are similar to others.

Second, improve the professional quality of marketing staff. It is very difficult for customers to enter the barrier of entry, and the service after customers are getting more and more difficult. Once approved by our customers, our financial planning and consulting services will become particularly prominent and important, which is also the key and core of the success of our "advisory marketing" service. Whether the investment portfolio planning is consistent with the client's investment philosophy and whether it satisfactorily meets the client's needs. This requires our marketers and back-office support systems to have strong consulting and planning capabilities and relatively professional financial management knowledge. Therefore, improving the professional financial management level and skills of our marketing staff is a more urgent issue.

Third, cooperation between front and back office. The marketing staff and the back-office consulting system should have full communication. The front-end staff will fully feedback the customer's ideas to the back-office staff. The front-back and back-office are designed together so that our financial planning can meet the needs of customers and realize the wishes of customers. This is the whole

There are many techniques that you can master in the process of consulting sales. With these tips, you can do more with less in sales. For example, to understand product knowledge and technology, understand

The consultant style sales process is an effective sales method for large customers. If you understand how customers make purchasing decisions, you can put yourself in a better position. At any stage of the sales process (whether it is a one-time sales visit or multiple visits to the same customer), understanding the customer's purchasing process will enable you to find out which stage of the purchasing process the customer is considering when making purchasing decisions The problem. Once you know how customers make decisions, you can use the appropriate skills in the sales process to help customers complete the decision process.

In summary, the "Advisory Sales Process" has the following characteristics:

1. All sales dialogues revolve around overcoming objections and avoiding objections.

2. It is an effective way to overcome the objections by drawing out the problems that the customer did not pay attention to.

3. Effectively guiding customers to say what the sales representative wants to say is a conversation technique.

4. Extending the topic from simple problem points to depth is the focus of the plan before the sales visit.

5. Each question can not only advance sales, but also make sales fall back or even return to the original point.