A common question Sales Professionals and Business Owners have, is what is consultative selling; and should it be something I use as my sales process?
First of all, let’s dive a little deeper with an example.
You go into a doctor’s office, and before she starts asking you questions about your situation, how it’s affecting you, the problems it’s causing in your day to day life she start’s telling you about what medicine you should use.
She starts talking about the pills in the bottle, lists all its features and benefits, and how often you should be taking it to get better.
Sounds crazy doesn’t it?
What’s more insane, is this is how so many Salespeople approach their selling today.
I call it premature presentation (as per my article on Entrepreneur.com); and it’s killing you sales.
Instead, I recommend a consultative selling approach.
Consultative selling is asking questions that create rapport, trust and value, and genuinely exploring their needs before you even think about offering a solution.
Think about it.
How could you offer a product or service, without actually knowing the truth behind what they actually need to get to where they want to be?
It’s a consultative selling approach, and it has a methodology to help your potential client sell themselves, rather than you do all the hard work of trying to sell them.
To learn more about this sales approach, and how you can implement it in your consultative selling process, check out our No Cost Sales Masterclass here.
We have a process to help you win more sales using consultative selling steps.
Should you be using consultative selling as your sales approach?
To learn how, register for our No Cost Masterclass to find out how you can implement this in your strategy.
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