With the Caliper’s Advisor Competency Report for Consultative Selling, you will gain a concise and accurate picture of a candidate’s strengths, limitations and overall potential for the job.

The product includes:

  • An elaborate report that helps with both selection and development
  • A detailed analysis of the individual’s strengths and possible development areas
  • Descriptions of potential competencies and representative behaviours in easy to understand terms
  • A phone consultation with a consultant to explain the report’s results and its implications (accreditation in Caliper also available to allow in-house interpretation and debriefing)
  • Behavioural-based interview questions to ask candidates based on assessment results in recruitment reports
  • Managing for Success suggestions, which include coaching recommendations and tips for working with the individual
  • A Function-Fit index and/or Caliper Consultant’s recommendation can be included

Salespeople who engage in Consultative Selling achieve business by consulting with customers to understand their true needs so they can provide solutions that effectively address those needs. For that they establish and then strengthen working relationships based on mutual trust and shared accountability, which allows them to ask their clients questions that uncover root causes of stated issues. Because of this, Consultative Sellers can provide their clients with compelling proposals, allowing them to close sales that turn into repeat business.

Examples of Consultative Selling Positions in India are:
Consultative Selling is about how the sale occurs rather than about what is being sold or whether the target is a current customer or a prospect. This model may apply to many different sales job titles.

COMPETENCY AREAS MEASURED BY THIS REPORT:

Active Listening – Consultative salespeople reach mutual understanding in communication with others by expressing genuine interest in the content and meaning of other people’s messages. They ask clarifying questions to ensure they’re aware of the situation and to get more information, and they rephrase what is said to ensure they understand the meaning and interpretation.

Relationship Building – They develop active long-term professional relationships with employees based on trust: trust that they will always work toward the best interest of those involved and that they are able to get positive results.

Influence and Persuasion – Consultative salespeople can effectively persuade, convince, influence, or impress others to get them to support a specific agenda, make a specific type of impression, or take a specific course of action.

Interpersonal Sensitivity – They relate effectively to other people, are aware of the impact of their own behaviour on others, and will modify their approach in order to achieve productive outcomes.

Accountability – Consultative salespeople take responsibility for their own performance and accept full ownership of any mistakes, problems, and opportunities, no matter what the source may be.

Information Seeking – They are driven by an underlying curiosity and desire to know more about things, people, or issues that are trending in India. This involves going beyond routine questions and includes digging or pressing for more precise information; resolving conflicts by asking a series of questions; or conducting broader environmental scanning for opportunities or miscellaneous information that may be useful in the future.

Service Focus – Consultative salespeople place emphasis on creating customer loyalty by continually improving the customer experience. This relates to the ability to identify and understand the needs of customers, manage expectations, and give priority to fulfilling and exceeding those needs.

Composure and Resiliency – They are able to deal effectively with pressure, maintain focus and intensity, and remain optimistic and persistent, even in hard times. This competency includes the ability and disposition to recover quickly from setbacks, rejections, criticism and conflicts, with the ability to remain level-headed in the face of hostility or provocation.

Negotiating – Consultative salespeople recognise key bargaining points for all parties involved and work effectively toward mutually beneficial solutions.

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