The document provides tips for effective consultative selling for new managers. It recommends preparing by understanding clients' financials and problems. Salespeople should have domain expertise to add value. It's important to know clients and their competitors. Building trust as a reliable partner is key. Salespeople should be transparent about their capabilities and deliver the promised value. Sharing references and following up throughout the sales process helps ensure delivery and future business.

1. How to be effective at
Consultative Selling for
New Managers
Aniruddha Guha Sarkar
https://www.linkedin.com/in/aniruddhagsarkar/

2. Prepare and
Target
Appropriately
Aniruddha Guha Sarkar
https://www.linkedin.com/in/aniruddhagsarkar/
It is important to follow
client's financial statements,
understand the possible
problems, and then target
accordingly

3. Domain
Knowledge
Holds the Key
Aniruddha Guha Sarkar
https://www.linkedin.com/in/aniruddhagsarkar/
The Client would expect a
sales executive to have
good domain experience to
add value and context

4. Know
your
Customer
Aniruddha Guha Sarkar
https://www.linkedin.com/in/aniruddhagsarkar/
It is important to not only
know your Client, but also
to know your Client's
Competition

5. Be a Trusted
Advisor
Aniruddha Guha Sarkar
https://www.linkedin.com/in/aniruddhagsarkar/
In today's world,
Relationship is the key
in sales, being a Partner
who could be trusted is
extremely important

6. Be
Transparent
Aniruddha Guha Sarkar
https://www.linkedin.com/in/aniruddhagsarkar/
It is a sin to say that you
can support every problem.
Understand your
capabilities and be honest
with the Client

7. What is the
Value Proposition
for the Customer Aniruddha Guha Sarkar
https://www.linkedin.com/in/aniruddhagsarkar/
It is extremely
important for your
Client to understand the
derived value which
they will get, post
working with you.
"What's in it for them"

8. Share
References
Proactively
Aniruddha Guha Sarkar
https://www.linkedin.com/in/aniruddhagsarkar/
The best marketing tool
today is "Word of
Mouth". Nothing works
more effectively than a
Client talking to
another Client and
getting good feedback

9. Follow up and
Follow Through
Aniruddha Guha Sarkar
https://www.linkedin.com/in/aniruddhagsarkar/
Do not give up! it is
important to not only keep
following up, but also to be
consistently following
through out the deal cycle

10. Ensure Delivery
of "What was
Promised"
Aniruddha Guha Sarkar
https://www.linkedin.com/in/aniruddhagsarkar/
The proof is in the pudding! Your job
does not stop at the point of sale. It is
critical to ensure proper delivery to
get any future references

11. Let's Go Sell -
All the Best!
Follow me on Twitter @aniruddha1979
https://www.linkedin.com/in/aniruddhagsarkar/