In my previous post, I wrote about Consultative Selling fundamentals. In this post, let us discuss more on this topic and try to understand the steps behind Consultative selling so that any beginner can practice the art of consultative selling in an organized way.
Here are the 5 steps you need to follow in order to practice Consultative Selling:
1. Understand your Customer Background:
- Regularly try to connect with your customer. Regular meeting ensures you get to learn more about your customer, the way they work, their work environment, the processes within their organizations, etc.
- This shall help you provide more contextual solution later.
2. Listen:
- Listening is one of the critical sales skills. Instead of speaking more about your products, you need to patiently listen to your customer.
- Patiently listen to your customer's pain points, the problems which he is trying to solve.
- Listen to them in detail.
- In order to know more, you need to ask more questions, probe the customer with different sales probing questions.
- This shall help you know more about the various purchase processes within their organization, the probable budget of the customer for the requirement, the timeline which your customer is looking forward to close the purchase, the urgency of the requirement, the stakeholders and decision makers involved with the purchase.
4. Provide Free Solutions:
- An important component of Consultative selling is providing free solutions. Keep providing your expertise and expert advices for free. Keep giving solutions to your client for their problems. Along with your solutions, you may be able to weave around your sales offerings where your products and services can add best value to Client.
- Sometimes, you may realize the best solution to the client's problem may not require your products. In those cases, do not hesitate to provide the same solution. A working solution suggested with honesty builds Client trust on you. This trust is something which helps you win deals over salesy presentations in the long run.
5. Regular Follow-up:
- In sales, regular follow-up helps you boost your deal win rates drastically. Many deals were lost, because the sales person didn't follow up with the Client to know if they needed any additional information or action to close the deal. Most of those deals were won by competitor vendors whose sales reps did a timely follow up.
- Always follow up on time to know if there is any additional action pending. Try to understand what is stopping them for confirming the deal. Many a times, this follow up helps you clear out some easy obstacles to pluck the low hanging fruity deals.
I hope you liked reading this post. Do let me know your thoughts.
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