Empower your business with a consultative selling model for businesses

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hi my name's Eva swanston and welcome to clauses consultative selling skills are used by many organizations in different industries to drive high-end business-to-business sales and wells consultative selling skills are undoubtedly difficult to get right that awards are high given a typically high values of the products and services involved the great advantage of consultative selling is that the fundamental principles can be used on any product or service in any industry even a traditional telephone sales call can be approached in a consultative manner this flexibility combined with the maturing of sales organizations have resulted in a definite shift over the years by companies who had previously been using a more traditional transactional sales methodology and who have moved or at least tried to move into a more consultative selling approach other than the obvious financial games what are the main reasons we should abandon our existing sales methodology for consultative selling skills which are difficult to implement and challenging to perfect well firstly consultative selling skills will put your customer first it's widely accepted that the customer buying journey has changed bisou also as the modern-day buyer they are educated smarter and armed with more information than ever before more importantly they do not like to be sold to instead they prefer to gather information and make decisions based on their own terms modern-day buyers recognize traditional sales techniques and worst of all are put off by the traditional features and benefits transactional selling approach consultative selling as a client centered approach that after an in-depth diagnosis includes a review of all the different options open to the client to solve a particular business issue and the best possible way 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 army secondly consultative selling skills stops us making basic selling mistakes basic sales mistakes continue to them be the main cause of salespeople feeling to hurt sales targets unfortunately because these skills are the most basic and unglamorous they are often most taken for granted and reality the most simplest of sale skills are more often the most difficult to change listening asking questions and empathizing are things we all believe we do but when we are on the hamster wheel of sales at a hundred miles an hour we can miss things out and rush everything how can we seek first to understand as Stephen Covey suggest if we do not ask questions and listen to answers or equally as bad we ask questions but we've prejudged the answers if you want to speed the sale up slow the seal down a relentless focus on the basic selling skills will more often have a greater return on sales revenue then the seals master class or the advanced selling techniques courses available not that these are not good or relevant but this is the equivalent of teaching people algebra when they cannot count to 100 correctly and or consistently lastly consultative selling skills position you as an expert consultative selling is a combination of mindset advanced selling skills strategic selling emotional intelligence product knowledge and domain knowledge hence this is why it is difficult to execute but this is actually an advantage to you as few sales people invest the time to master consultative selling those that do are viewed as experts and thought leaders within their industry because they have invested the time to learn not just their own but also their clients industry they know and understand not only their customers but their customers customers they will the storage deftly via a series of powerful and probing questioning skills after each and every question these consultants gently withdraw to a listening position which is that a level BIOS have never experienced so much saw BIOS experience a feeling of relief akin to that of a therapy session with a professional psychiatrist consultative selling skills are without doubt difficult to master however buyers have changed and salespeople need to move with the times and drop traditional sales techniques for the modern sales professionals consultative selling skills are the differentiator that set them apart from the competition and allow them to create create build and sustain stronger relationships with their clients they are experts are becoming more than a trusted advisor they become your friend the sale is over at the star of the buying process and the traditional sales people are left and voicemail jail for those that make the investment to learn and move first to the consultative sales model comes the early mover advantage and for those that don't change the certain the only variable is when consultative selling skills is an essential foundation for sale success and longer and better client relationships my name is Ian swanston thank you for listening and please subscribe to our channel you