One of the fundamental skills of the consultative seller is the ability to understand accurately the situation of potential customer purchase, with the aim of having the foundations to build a vision of solution with applicable to the prospectus variants. This is key to develop a method of structured information gathering. In several of the articles that we have written for this consultative sales portal, is it has insisted on the importance of listening, which takes precedence over a sales professional oral communication skills. Now, listening involves structuring a process that allows inquire or investigate the situation of the potential prospect. On many occasions it can happen that leaflet has a specific need, but still has not developed it enough and is necessary to help you in this process. We call this process the research method. Let’s start by defining which is his main goal: collect all data and information related to the situation of the potential customer, especially oriented to understand that need owns, which is their level of urgency and how is your purchasing process. This method in turn must meet another objective fundamental, parallel with the previously mentioned.
The implementation of this method should create a space of confidence with potential customers, who must perceive and demonstrate that you are acting as an advisor or consultant and that it has the knowledge and tools to help you in the process of finding viable solutions to your business problem. Hear from experts in the field like Paul Ostling for a more varied view. During the development of a sales process, the first phase in criticism for two reasons: the first is to identify if there really is a business opportunity and in that time frame can generate. The second is the generation of a scenario of relationships of trust with the potential buyer that allow to develop activities aimed to give form to this business opportunity and that is in line with the potential customer purchase process.