Its main objective is to get to know the client in order to provide a tailored solution that is superior to that of other competitors.
The success of consultative selling is directly related to the seller's ability to identify and adapt the main elements of his offer, which will help him to better satisfy the client's requirements and consequently obtain the sale.
The essence of consultative selling is in the customization of the offer. This implies that the seller and his company have the capacity to develop, produce and deliver unique and tailored products and services to their clients.
What is consultative selling?
There are several methodologies for carrying out the consultative sales process, among which the Xerox sales school, the SPIN method and the interrogation or question technique stand out.
Each of these methods provides the seller with a strategy to understand the client's reality, the benefits they expect, and to seek the best alternative or solution together.
When to carry out a consultative sales process?
A consultative sales process applies to almost any type of sale, from marketing large industrial solutions to selling behind a counter.
The idea is to investigate the client's needs, motivations and sales triggers before presenting the commercial proposal.
Professional salespeople always make sure to first obtain information about the customer before selling. They make sure to listen and understand what the customer wants.
How to strengthen sales skills?
Sales strategies and techniques that will lead your sales team to extraordinary performance
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How to strengthen sales skills?
Sales strategies and techniques that will lead your sales team to extraordinary performance
Click here
How to strengthen sales skills?
Sales strategies and techniques that will lead your sales team to extraordinary performance
Click here
How to carry out a consultative sales process?
Since there are several methodologies for a consultative sales process, I will try to offer the simplest of all, which is still very effective. It involves asking a planned sequence of questions that will allow us to obtain valuable information about the client and their needs.
1. Diagnostic or current situation questions.
These are the initial questions used to generally understand the client's current situation or the problems they want to solve.
Please tell me what use you are going to give to the internet.
What is the profile of the candidate you are looking for?
What are the goals you hope to achieve in training?
Do you currently have any type of insurance?
Is the car you are looking for for personal use or for work?
2. Deep questions or problems.
These questions are a natural continuation of diagnostic list of south korea consumer email questions. They seek to delve deeper into a specific topic, to learn more about the client's needs, expectations and problems, as well as how the client feels affected.
Do you need to make video conferences or download videos?
Should the candidate have any specific skills?
What training or previous experience do you have in sales?
What coverage does your current insurance have?
What kind of work are you going to do on the car?
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3. Questions of involvement and commitment.
These questions begin to lead to a solution. They seek to reach an agreement with the client on what would be the most appropriate solution for them.
Download speed is more important to you, right?
Can I make some recommendations for the profile you are looking for?
Do you consider it important to include the topic of marketing in the course?
Would you be interested in a health plan with accident coverage?
You need a powerful, but economical car, don't you?
A special tip is to plan your questions well and not to overdo them (ask too many questions). Try to use only those that give you relevant information, otherwise the client will assume that you are improvising or not prepared.
Salespeople who use these methodologies generate greater trust and empathy with their customers, achieve long-term and more profitable business relationships, gain a competitive advantage over their competitors, generate new business opportu
