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Top 3 Reasons To Use Consultative Selling Skills
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Top 3 Reasons to Use Consultative Selling
Skills
December 2, 2013 by Iain Swanston â www.iainswanstononline.com
Consultative Selling Skills are used by organizations in
many different industries to drive high end Business 2
Business sales, and whilst Consultative Selling is
undoubtedly difficult to get right, the rewards are high given
the typical values of the products & services involved. The
great advantage of Consultative Selling Skills is that the
fundamental principles can be used on any product or service
regardless of the value involved. Even a traditional
telephone sales call can be approached in a consultative
manner. This flexibility combined with the maturing of
sales organizations has resulted in a definite shift over the years by companies who had
previously been using a Transactional Sales Methodology, and who have moved, or at least
try to move, into a more Consultative Selling approach. Whilst there is no doubt
Consultative Selling can be extremely effective in driving sales for many Business 2 Business
sales organizations, other than the obvious financial gains, what are the main reasons we
should abandon our existing sales methodology for one which is difficult to implement and
challenging to perfect?
1)
Consultative Selling Skills put your Customer First
When I talk about Consultative Selling with clients I am always told they do this anyway, but
is this truly possible when sales people are at least part paid with some form of financial
compensation? Is this possible when sales people are chasing sales targets and under
pressure from sales management to hit their numbers? Given that marketing is not an exact
science, we inevitably end up with opportunities that may not be a âgood fitâ for our
business. Unless we can learn to recognize these early on in the sales process, we run the risk
of wasting our time on opportunities that will never close or possibly even worse, actually
selling to these people and ending up having to manage an unhappy customer. Draw up your
perfect customer profile and focus ruthlessly on finding those that fit rather than forcing a
fit. Consultative selling is client centered and includes a review of all the options open to the
client to solve a particular business issue in the best way possible for the client. This may
include reviewing your competition with the client, discussing the continuation of the status
quo or other options that do not involve you and your company. How often do we do this and
how objective are we? Itâs really difficult to truly switch off the sales person inside us.