What is Consultative selling?
A Consultative Selling approach is a sales technique that focuses on developing a relationship with a
prospect before offering a solution. It involves exploring their needs and
developing a strategy to meet them. This type of approach fits neatly into the
sales model of the salesperson.
The term
consultative refers to an individual or group that provides advice or counsel.
It can be used to refer to a government advisory committee or a company that
provides specialized services.
A collaborative
salesperson should have the necessary skills to fulfil the roles of a business
consultant, strategic orchestrator, and long-term ally. By combining these
roles, they can effectively develop and maintain relationships with clients.
The consultative
approach is often regarded as more trustworthy by customers because it helps
salespeople develop a relationship with their potential clients. Although it
doesn't lead to a direct sale, this method can help them build a stronger
relationship with their potential customers.
Although sales is
focused on achieving goals and closing deals, the consultative approach is more
effective because it allows salespeople to listen to their customers' needs and
develop a strategy to meet them.
For instance,
consultative selling can be used when a potential buyer is looking to purchase
a car. In this type of transaction, the salesperson questions the buyer about
their requirements and aims to find out what's important to them. They then
suggest ways to use the car based on their knowledge.
Importance of Consultative Selling
Today's selling environment requires that more than ever before,
a consultative approach is needed to help businesses build trust and improve
their customer service. This type of sales process allows sellers to provide
their clients with new ideas and solutions to meet their goals.
Difference between Consultative Selling to Ordinary Selling
One of the biggest differences between product selling and
consultative selling is that the former is focused on the prospect while the
latter is more on the product. In consultative selling, the goal is to help the
customer solve their problem. You will show that you are genuinely interested
in helping them solve their problem and provide them with a solution that can
be service or product.
Disadvantage Of Consultative Selling
Sales cycles can be
longer with consultative selling, as well as less successful closing rates.
Even if deals are part of the sales forecast, they can be postponed or cancelled.
The relationship
between a sales professional and a client can negatively affect margins and
competitive differentiation. Training can help increase the number of
salespeople who are more consultative. Unfortunately, training rarely sticks.
According to a study, 87% of new sales training courses are lost within a
month.
What Makes a Good Consultative Salesperson?
Being authentic is
the key to being successful in consultative sales. The goal is to be able to
connect with your potential customers and provide them with the necessary
support and advice to make informed decisions. This type of sales approach
involves being able to listen to and understand their needs, as well as being
able to provide them with the necessary resources to make informed decisions.
Before you start
the consultative sales process, it is important that you thoroughly research
the various aspects of the company you are considering working with. This step
typically involves gathering information about the company you are considering
working with as well as the person you will be meeting.
Being able to
connect with your potential customers is the key to being successful in
consultative sales. This type of sales approach involves being able to listen
to and understand their needs, as well as being able to provide them with the
necessary resources to make informed decisions.
The Author Mack Hanan
The concept of consultative selling, which is a sales
technique that involves asking potential customers to identify their pain
points and needs, was first floated in a book by Mack Hanan in the 1970s.
Instead of pushing a particular product, sales representatives use consultative
selling to help potential customers find solutions.
No comments:
Post a Comment