“You can get everything you want in life if you help enough other people get what they want. One way to succeed is to put other people first and then automatically will impact positively to yourself” Thus Zig Ziglar, motivator and author of bestselling books to share experiences.

World sales are often identified with the target. To achieve the target, efforts will be made to persuade customers to buy products they offer. Actually it is not a problem as long as done in the right way and professional. Don’t make the buyer feel ‘cheated’ because the product purchased does not meet their needs or expectations. Often we meet with the seller directly ‘hold up’ us to buy their products to disclose the various advantages of these products. But they do not want to know what exactly the buyer needs and what the priorities in ‘financial needs’ of their time.

Seller as a ‘consultant’ or ‘advisor’
We need to know that their customers are now getting smarter. Various information and education are very easy to obtain in this globalization era, making them have more educated and more observant in determining choice. Maybe for certain products, with prices relatively ‘cheap’ and the relative risk of ‘low’, the buyer is more easily influenced by the seduction of the seller. But is not the case with products that have a relative price ‘expensive’ and the risk of ‘high’. They will be more careful and have lots of consideration.

Starting from a condition that a buyer needs someone who can help, give input, guidance and the most appropriate solution for them, and then a seller should be able to act also as a consultant or advisor to its customers or potential buyers. For that a seller must have a mindset that their success is not measured solely by how many products are successful in selling, but how can build a strong relationship with the customer.

Be success, according to Zig Ziglar, a prohibition that is being selfish. If you are being selfish and just focus on self interest then you really will be hard to get success. Relationship with customers, such as: how do we get a loyal customer? Of course we must give added value to the customer first and help customers to get what they want from us. After they were served well by the way we work, then automatically they will be loyal to us and we will get the customer loyalty.

Applying the Consultative Selling
Consultative derived from Consult with a definition of ‘seek information or advice from.’ So, in the nature Consultative sales, vendors not only sell their products, but also became advisor to the buyer. In this case, the seller will be friends of the customer, means the seller will not impose that happen ‘closing’ without first seeing that the products offered completely as needed and beneficial to the prospective buyer. A seller must really know the needs of buyers and even the problems that it faces. Thus, it is not a common thing but it has to offer specialized or ‘customizes’, where the seller actually knows the situation and try to give buyers the best suitable solutions. Sellers in Consultative selling are positioned as a counselor, inspirer, and diggers and even create the need for its customers needs. Benefits from the implementation of the Consultative selling is the creation of long-term relationship if maintained properly will lead to ‘trust’ or confidence in the seller’s customers resulting in customer loyalty

At the Consultative selling, the seller must begin with the needs of its customers and like to do business in the initial review. Consultative seller’s motivation in selling is more directed as an entrepreneur. Product knowledge and customer need is terinti the Consultative selling. Creativity becomes the main thing too because the seller needs to have divergent thinking skills in creating a variety of alternatives. The seller must be able to associate with other things to be a combination that creates new needs.
Things that need to be considered in the Consultative selling:

Your customer characteristics
Nonverbal communication skills in the Consultative selling is required, such as knowing the character, mind, and temperament so that customers can interpret every gesture that appears quickly. Therefore, wherever possible you hone your sensitivity to the expression or statement expression appears. Then it can also be done by learning to know the meaning of certain body language. Of course this depends on how many hours you fly in the face to face with a variety of customers. By understanding nonverbal messages, you can more easily make the proper pacing to make further steps in exploring the problems faced, the needs and desires.

Being a good listener
As in a variety of sales models, which remain the basis in developing relationships and good communication is to be a good listener for your customers. In this case, you try to put yourself, feel, and imagine you are in your customer’s position. Develop your ability to empathize.

Provide an open question
Dig the needs and wants of your customers by providing an open question. However, you still try to do it in the form of open-ended question, so you do not deviate too and communications will continue to focus on what the focus and objectives.

Point your customers to choose
Develop a variety of solutions and encourage customers to engage in planning and solutions that you offer. Remember, do not direct the choice based solely on your interests, take priority in interests and benefits for customers.

Act as consultants
Before you give a variety of solutions and alternatives; understand exactly what the advantages and disadvantages of products that will be offered. Avoid manipulative acts and excessive promises.

To quote again a successful recipe offered by a seller ibahwa Zig Ziglar “not what we get, but what we can give”, “not what makes us gain a lot, but what benefits we can give to others. By helping others to get what they want, we’re actually helping you to get what we want.