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hey everyone it's Tom Abbott here founder of Soho sales coaching and author of The Soho solution 21 selling strategies for growing your small business and I want to share with you guys a tip on consultative selling this is a term that we hear a lot and I just wanted to share with you what exactly is consultative selling and how can you do it right so I'm going to share with you some dos and don'ts around consultative selling so let's get started you need to know everything about your products and services man you need to be a product expert we got lots of videos on this topic you need to be a product expert you need to know everything about your product however you don't have to share everything about your product with your customer don't overwhelm them with information right they don't need to know everything about your products and services but if they have a question for you you need to know number two have a clear road map of your sales process so you need to know like what are my timelines what are my sales targets how close to attaining Target am I what are my standard operating procedures like how do things work in my organization you need to be clear about your road map you also need to ask questions and uncover problems that's what makes you a consultant right ask questions uncover problems that's how you can find out what are the biggest challenges that your customer has and finally While most people are selling products and services not you as a consultative sales professional you're selling Solutions you're not selling a package you're not selling a promotion you're not selling a product or a service or a feature or a benefit you're selling a solution to their problem so just a quick recap the keys to consultative selling number one you need to know everything about your products and services you need to be product experts number two have a clear road map for the sales process that's what makes you a sales professional step three ask lots of questions to uncover problems and step four Sell Solutions not products well I hope you found this tip useful and I'd love to hear from you I mean what's your experience in consultative selling does it work does does it not work um what should salespeople be focusing on how do they position themselves as consultants or experts or are they just salese like uh like a lot of people just imagine I want to hear from you what are the keys to success in consultative selling well that's it for me Tom Abbott here founder of Soho sales coaching and author of The Soho solution I'll talk to you next time