Consultative sales is defined as a method of selling when the salesmen has extensive product or service knowledge to persuade the customer. Usually this form of sales is face to face and is heavily relied upon dialog between the seller and consumer.

In retail environments where customers approach the seller, statistics show how the first seconds of initial contact can make or break a sale. Within 3 seconds of a potential customer making eye contact with retail consultative sales professionals they instantly determine whether they like the seller based on; facial expression( SMILE, dark eyes, frowning etc), attire ( clean-cut, tucked in, tied up, zipped up, etc) and posture( leaning, arms crossed,hands in pockets). Yes smiles are contagious, 64% of people who are greeted with a smile will return a smile and have a lightened mood. Nobody likes to spend their hard earned cash on a large ticket item a consultative sales professional is not neat and well groomed and dressed. It makes for an overall top notch appearance and presentation when explaining products. Last, body language, customers easily notice your movements. Having your hands and palms open( interlock fingers, hands below your belt, palms facing up) this signifies willingness to assist as oppose to arms being crossed or hands in pockets. As well as other statistically proven indicators that advance sales.

Attitude affects altitude – having a positive leader attitude with all customers will greatly increase your sales even though there will always be the few customers that make it seem like nothing will be sufficient. These are the people who would complain if they were given a free 65″ LCD TV because it’s too big to fit in their vehicle to carry home. But there are ways to pacify and even close a sale on the hardest of clients.

Consultative Sales Techniques