Consultative selling is an innovative sales method that consults with customers and helps them make the right decision for their needs. In other words, it focuses on the buyer’s personal needs and how to target these in the sales process.
The consultative seller will ask questions to learn about who they are working with, their goals, and what other resources they have at their disposal. They will use this information to find out how best to help them reach those goals while staying within their budget.
This style of selling takes time and patience, but it can be very rewarding in the end! In this article, we will discuss three main points that you should keep in mind when using consultative selling so that you can sell more!
1)Effective call planning and buyer meetings
Effective consultative selling requires that you do your research and plan for who you will be speaking with. Asking the right questions at the beginning of a call will help set up a successful meeting, as well as targeting what it is that they may need from you so that there aren’t any surprises during this process.
2)Connect with customers and build trust
This process is all about being welcoming and making the consumer feel comfortable. Building relationships with customers can help them trust you more, which will make it easier to sell your product/service!
Being able to listen is key when working on connecting with customers during consultative selling encounters. Being attentive is something that many people struggle with, but if you practice active listening and understanding, you will nail this.
3) Provide solutions to their needs using a compelling message that creates value
During the selling stage, it is important to provide solutions that will suit the customer’s needs. If you can create value for your product/service and show how much better off they would be with this option, consultative sales become a lot easier because customers are more likely to buy from someone who has their best interests in mind.