Consultative Selling (Godrej & Boyce) - Selling is blend of Science, Art & Humanity
- Udayan Salim Banerjee
- Feb 27
- 2 min read
As an art, it’s about creativity, storytelling, and connecting emotionally to engage and inspire.
As a science, it’s grounded in data, strategy, and psychology, using insights to optimize approaches and achieve results.
At its heart, selling is about humanity—building trust, understanding needs, and solving problems with empathy.
When these elements come together, selling becomes more than a transaction; it evolves into a meaningful exchange that builds and nurtures long lasting and win: win relationships.
I’d like to share some brief, yet impactful message-driven sales conversations to reinforce my point.
*Salesperson: “Sir, you can’t get such a superior quality product than this one, and at such an incredibly low price. Buy it.”
Customer: “I don’t need it.”
(Message - understand and develop the customer's needs before presenting the product)
*Salesperson: “Madame, you should buy this product.”
Customer: “Is this a reputable company?”
(Message – sell the brand not the product, build trust in the company behind the offering.)
*Salesperson: “Sir, this product is powered by the latest technology and has numerous new features that others don’t. Buy it.”
Customer: “WIIFM?”
(Message - focus on benefits, show the customer how it directly meets their needs)
*Salesperson: “Madame, while this brand is priced slightly higher than others, the benefits I’ve shared clearly show it’s the best fit for your needs. Buy it.”
Customer: “I’ll buy.”
(Message – highlighting benefits effectively can overcome price objections)
*Salesperson: “Sir, you seem very reluctant to buy this product. Would you like to share with me what’s holding you back from making the purchase?”
Customer: “I would.”
(Message – uncover and address doubts and objections to help the customer feel more confident in their decision)
*Salesperson: “Madame, you will not regret buying this product. The product matches your need and manufacturers are reputed for their quality. So go ahead and buy it.”
Customer: “I feel the same way too.”
(Message – close the sale by reinforcing the benefits)
Selling isn’t just about making a sale; it’s about connecting, understanding, and delivering solutions.
Go sell.
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