Cleaning & Maintenance Management Online
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Ten characteristics of a successful consultative salesperson

February 18, 2013

TUSCALOOSA, AL — AFFLINK has released its "10 Characteristics of a Successful Consultative Salesperson," according to a press release.afflink logo

The 10 characteristics are designed to not only help JanSan and facility management distributors enhance their sales performance with end customers, "but also improve the entire selling process for all parties," the release stated.

Consultative selling is a process that helps JanSan and facility management distributors become trusted advisors to customers, which allows the distributor to focus more specifically on identifying and then satisfying customers' cleaning and maintenance needs, the release noted.

According to the release, the 10 characteristics of a successful consultative salesperson are:

  1. First characteristic of a successful consultative salesperson: Develops excellent listening skills
  2. Second characteristic of a successful consultative salesperson: Takes time to build relationships
  3. Third characteristic of a successful consultative salesperson: Understands the customer’s unique needs and cleaning challenges
  4. Fourth characteristic of a successful consultative salesperson: Employs electronic or Web-based processes that offer product solutions based on the client’s goals and universal business needs
  5. Fifth characteristic of a successful consultative salesperson: Identifies and appreciates the client’s unique personality style.

To continue reading, click here.

"Consultative selling allows distributors to develop a 'we can' approach. And, this approach to selling makes everyone a winner," said Leah Runge, head of eLev8 marketing and communications.

Click here to read the release in its entirety.