| On June 7, 2006 I was able to spend a few | | | | to you? |
| moments with Sales Professional Extraordinaire | | | | J: When the customer cannot decide on what |
| Mr. Jerry of a prestigious jewelry company in | | | | they want and cannot make a decision. (I have |
| Honolulu when I worked there as a security | | | | noticed that Japanese customers can be notorious |
| officer (I was also a newsletter writer for the | | | | for doing this. I think in order to speed up the |
| company). I was curious to discover what was | | | | process utilizing closing techniques such as showing |
| exactly consultative sales and how does a SP | | | | the customer how much value the product is, |
| incorporate this concept in the culture of selling. | | | | convincing through gentle persuasion how their |
| The following is a brief look at how Jerry utilizes | | | | appearance would be enhanced with a piece, or |
| consultative selling to his advantage through our | | | | the advantage of the Hawaii sales tax vs. Japan.) |
| interview. My thoughts, observations, and | | | | G: How do you help them come to a final |
| comments will be reflected in parentheses: | | | | decision? |
| Griffin: How does consulting contribute to a sale? | | | | J: I usually ask the customer the closing sales |
| Jerry: Consulting helps narrow the search on what | | | | questions that we have been taught (No one likes |
| a customer is looking for and helps them to make | | | | being sold but everyone likes to buy-Jeffrey |
| a decision faster. By doing this, you help close | | | | Giotmer. The challenge is to make the close |
| sales better. But before I can do this, I need to | | | | sound natural and genuine than sounding like a |
| listen to what they need and then find it in the | | | | 'sales professional.' Customers are more apt to |
| store. (As Jeffrey Gitomer, author of the Sales | | | | buy from a friend than a stranger.) |
| Bible said, "A person, who seems to have all the | | | | Consultative sales are the basics of sales and the |
| answers, usually isn't listening." As a former | | | | results will totally depend on the product |
| security officer, I have noticed that the | | | | knowledge, the enthusiasm, and the positive |
| acknowledging the customer's needs by repeating | | | | attitude of the sales professional. The key is to |
| what they say and listening helps in the rapport | | | | find out what the customer needs and to exceed |
| and builds trust. ) | | | | their expectations to gain a loyal and satisfied |
| G: When does consulting sales become frustrating | | | | customer. |