What is Consultative sales? No-pressure sales is the best approach in complex selling environments. Transactional sales like retail or e-commerce don’t warrant a complex process. Complex sales take time and need cultivating. This involves building relationships, and trust, and earning the right. A complex sale refers to a sales process that involves longer sales cycles, multiple stakeholders, and a higher degree of customization to meet the buyer's specific needs. In a complex sale, the product or service being sold is often a significant investment for the buyer, and the decision-making process requires careful consideration, evaluation, and approval from multiple decision-makers. On the other hand, a transactional sale is a sales process that involves a shorter sales cycle and a standardized product or service offering that requires little customization. Transactional sales typically involve lower-priced products or services that do not require a significant investment from the buyer. The sales process is relatively straightforward and may involve little interaction between the seller and the buyer beyond the transactional exchange. Consultative sales is an approach to selling where the salesperson acts as a consultant to the prospective customer, rather than simply trying to persuade them to make a purchase. In consultative sales, the focus is on understanding the customer's needs, identifying their problems, and providing them with a solution that meets their specific requirements. This approach involves asking questions, listening actively, and providing expert advice, rather than simply pitching a product or service. Consultative selling aims to build trust with the customer and establish a long-term relationship based on mutual understanding and collaboration.
The Consultative-Selling Approach This approach gets them from point A to point B. What is the desired outcome of the sale? Bring the problems to light to get around the "This is the way we have always done things" objection. Address their current state and show them what could be. What if things were different? Painting a picture for a prospect of your vision for their future state is way more effective than showing a prospect a product or pointing out their problems with no real understanding of how to fix them. If you get the sale or not, being a trusted advisor cannot be more valuable. You will display all the options available and give them your advice on the best way to go, good, bad, or ugly. Providing insights and looking out for prospects' best interests will earn you more sales in the long run. If you are in a career and plan to be in an industry for a while, this approach is good in the long run, especially if you are in a service or repeat business industry. Know your market and your client base to understand their problems better than themselves. Doing these builds trust with your clients. Selling an outcome solves their problem with the solution that you can provide. Triple play! Current State vs. Future State
Do they need your product or service? Who knows, but they will tell you if you uncover it by asking the right questions. They will be grateful if you can help with their unique situation, but you will need to ask the right questions to get the answers you need. Asa consultant, you need to describe their current vs. future state. Current State: Where they are now? Ask them questions about what they do currently and then ask them questions about how their lives could be better. Example Questions What is your process now? How does this affect your business? What problems are you facing? Future State: Where they want to be. Summarize what they told you and paint a picture of their future state based on how you will solve their problem and make their lives easier. Start by stating, "Let me make sure I have this right ..." They finish by saying, "Yes, that's right! Asking the Right Questions Ask the right questions, at the right time, to the right people. Knowing the questions to ask will help uncover objections before they happen, and know your prospect's needs and their reason for buying. Identify their personality type to ensure you ask the right questions the right way. Knowing what questions to ask will help prepare you for the call and be invaluable during prospect interactions. Trusted Advisor Status Whether or not you get the sale, being a trusted advisor cannot be more valuable. You will display all the options available and give them your advice on the best way to go, good, bad, or ugly. Providing insights and looking out for prospects' best interests will earn you more sales in the long run. If you are in a career and plan to be in an industry for a while, this approach is good in the long run, especially if you are in a service or repeat business industry. Know your market and your client base to understand their problems better. Being a trusted advisor is something to behold. You will need to be trusted to be a trusted advisor and be able to provide advice to be a consultative seller. Knowing your market and backing up your claims to that advice are two ways to gain trust and earn the right to provide advice. The purpose of this section is to get you over being liked. Prospects do not need to like you in order to buy from you. They need to trust you.
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