Consultative selling: definition and strategies
Posted: Sun Dec 15, 2024 8:51 am
This sales approach first appeared in Mack Hanan's 1970 book "Consultative Selling." It is an essential skill for salespeople of all kinds who want to succeed in a world where everything changes so quickly that understanding consumers is the only way to adjust your sales price perspective while still delivering meaningful value to them.
Differences between the consultative approach and product-focused selling
The shift from product-focused selling to need-focused selling has bulk sms qatar been a direct result of market changes. Increased competitiveness and easier access to information have affected both sellers and buyers. Today's consumers are more informed and forward-thinking than ever before, with the necessary preparation and sufficient options to make the right decision.
More information and preparation.
More options.
Greater skepticism.
Greater risk aversion.
Greater ambiguity and complexity.
Less loyalty to suppliers and standard solutions.
The above points have a clear effect on sales processes , which often slow down or stop. When the buyer is not properly understood, they may never be reached. Consumers seek trust, authenticity and clarity to help them understand all the value that makes your products and services so different from those of your competition. There are four characteristics that make any salesperson a consultative seller:
They are interested in a productive way.
They choose to facilitate customized sales strategies and solutions rather than generic ones.
Their conversations go both ways.
They provide insights to their prospects and consumers.
All consultative sales techniques have in common the dialogue established between seller and buyer to discover together the needs and solutions of the prospect before talking about any product.
Differences between the consultative approach and product-focused selling
The shift from product-focused selling to need-focused selling has bulk sms qatar been a direct result of market changes. Increased competitiveness and easier access to information have affected both sellers and buyers. Today's consumers are more informed and forward-thinking than ever before, with the necessary preparation and sufficient options to make the right decision.
More information and preparation.
More options.
Greater skepticism.
Greater risk aversion.
Greater ambiguity and complexity.
Less loyalty to suppliers and standard solutions.
The above points have a clear effect on sales processes , which often slow down or stop. When the buyer is not properly understood, they may never be reached. Consumers seek trust, authenticity and clarity to help them understand all the value that makes your products and services so different from those of your competition. There are four characteristics that make any salesperson a consultative seller:
They are interested in a productive way.
They choose to facilitate customized sales strategies and solutions rather than generic ones.
Their conversations go both ways.
They provide insights to their prospects and consumers.
All consultative sales techniques have in common the dialogue established between seller and buyer to discover together the needs and solutions of the prospect before talking about any product.