Empower Your Business with the Consultative Selling Model for Planning

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how can you generate more sales for your business while still making sure your potential customers and clients have a really great experience in this week's edition of simply marketing tv i'm going to share with you how to implement a consultative sales strategy in your business stay tuned [Music] first up let's define consultative cells it has less to do with you pushing your products and services on potential clients and more to do with you advising them on the best solution for them based on their specific problems needs wants or desires so it's not about trying to get every customer to buy your highest offering and more about actually sitting down and building a relationship with them and making sure that they have the best solution for that problem even if it means they don't spend the most money with you at this time having a consultative sales approach helps you to build trust it helps you to be seen as a knowledgeable expert in front of your clients and then it helps you to get long-term business so this is a long term business building strategy what you're going to be doing is having customers who will come back to you repeatedly and customers who will refer you to their friends colleagues and family so that you get even more business let's get into our four steps the first thing you're going to do is assess so you want to actually have a conversation with your prospects and dig into their needs you want to find out where they are and where they're trying to get to that way you can put together a plan to help them take that journey so ask probing questions really get into their needs their wants their desires whatever that problem is that's bringing you to them all you're doing is gathering information and sharing a little bit about your company you're going to come back to them in a follow-up meeting where you get into step two and that's actually customizing a plan so based on all that information you gathered in step one you're going to now create a customized plan for them you want to make sure they understand what results they can expect from that plan and you also want to make sure they understand any checkpoints any deliverables you want to make sure if there's anything they need to do they have an understanding of what that is again this is not about an all in one solution right this is really about you creating a specific solution that's for them all right let's jump over to step three and this is the easy part this is when you do what you do best you're going to implement that customized plan you put together you want to make sure that the customer is satisfied at all touch points and you want to make sure that that solution you customize is being implemented properly especially if you're going to have other members of your team doing it the fourth and final step is going to be the follow-up this is so so important you want to make sure after the solution has been completed you check in with your customers to make sure there were no issues you want to check in when to make sure that they really were satisfied with the offerings that you presented to them and you want to check in with them to see if all of their needs were met it could be a situation where they have additional needs so let's think about a couple of examples let's say you were a hairdresser right and someone's coming to you for the first time you could spend the first 15 to 20 minutes of that appointment or even make this a separate appointment where it's all about the assessment that first step you want to take a look at their hair you want to ask them some questions about how they maintain it and then you want to get an idea of what their future goals are for their hair right then that allows you to put together that customized solution maybe they need a trim maybe they're going to need a touch-up on their color maybe they're going to need to wash it or deep condition it every so often you get to create that plan and then step three is you're going to implement that plan so you're going to set some follow-up appointments with them and you're going to give them some intervals on which they need to check in so maybe you're going to give them a trim every three months maybe you're going to touch that color up twice a year put that plan in place but most importantly is that fourth step and you want to make sure you're following up with them on a regular basis so are they satisfied are they doing the things that you told them to do in the times in between appointments when they're taking care of their hair their self you have to follow up so that you stay top of mind with your customers and then so they stick to the plan if they don't stick to the plan guess what they don't get the results and then they end up not being satisfied with your surface your service so it's on you as the business owner to always make sure you're following up regularly with your customers to make sure the plan is going smoothly everything is on track and they're still happy and satisfied alright so now i want to hear from you leave me a comment below and let me know what kind of sales approach are you using right now and if you're not using consultative sales do you plan to do so after watching this video if you represent an organization who needs to hear this message well invite me to come on in and speak you can submit your request at summeralexander.com well that's it for this week's edition of simply marketing tv until next week business blessings you