Paul Writer launches SAP Think Tank , 
Video interview series with Head of Sales highlighting best practices
Sunil Raina
Business Head
Xolo India
On your organization’s approach from ‘selling to customers’ to ‘helping customers buy’…
We sell through retail shops; traditionally the sale was done by the shop owner himself however over a period of time the things have changed. Firstly, the number of phones being sold is large and secondly the selling price of the phone has also gone up as the smartphones have moved in. Therefore we have had to deploy customer consultants in each of our shops, these consultants are actually trained to make sure that first of all the needs are understood of the customer and why he wants he wants a particular type pf product only and whether it is matching up to whatever their requirements in life are. So the customer consultant is there in a position to offer him a solution which fits best to him/her. This is the change in approach that we have implemented in the last couple of years because like I mentioned, the customers are very well aware today but however for them to make a choice someone should be there to assist/guide them through their selection process.
“Therefore we have had to deploy customer consultants in each of our shops, these consultants are actually trained to make sure that first of all the needs are understood of the customer and why he wants he wants a particular type pf product only and whether it is matching up to whatever their requirements in life are.”
