How Do You Rate as a Consultative Seller?

Question

1

I possess a thorough knowledge of my customer's business.

2

I consistently analyze my customer's needs for gaps to see where I can help them improve.

3

I work hard to build a level of trust and establish credibility with my customers.

4

I am willing to go beyond my product line to provide a
satisfying solution to my customer's business.

5

I possess a thorough knowledge of my products and can competently explain how they can be used within my client's business.

6

I find creative ways to differentiate myself from the competition.

7

I seldom repeat the same sales call with two customers. Each customer is distinct and different and so is the way I relate to them.

8

I know my customer's business well enough to help identify problems.

9

I study my customer's industry in order to stay current on changes and better anticipate and adapt to changing needs.

10

I follow-up consistently after each sale until I'm sure the solution I provide is working to my customer's satisfaction.

11

I ask my customers open-ended questions and actively
listen to their answers.

12

I view myself as a partner to my customers.

13

I spend a majority of my sales effort focusing on business value rather than product and technical issues.

14

I have a thorough knowledge of and can verbalize the critical success factors of my customer's business.

15

Improving my customer's service to his/her customers, the economics of my customer's business through my offerings, and the quality of life for my customer's employees (SEL= Service, Economics, Life) summarizes my sales approach.

16

My sales approach includes the four-step process of:
relating to my customer, discovering their business,
selling/advocating a solution for the gaps in their business, and supporting the solution to their satisfaction.

17

I continue to help my customers analyze and solve problems even after it's clear my product line is not part of the solution.

18

I attempt to identify and provide solutions to my customer's real need.

19

I am successful because I've contributed to my customer's success.

20

Closing the sale is a very small part of the overall process in my relationship with my customers.

Total of your responses.