Consultative selling is a different from the traditional sales process, in which the seller is only concerned about selling and “pushes” its product. In a consultative selling the salesperson acts as a consultant, performs a diagnosis, understand the customer’s time and together define the solution is the product offered.
According to the Endeavor , the methodology called consultative selling arose from the union of two skills: selling products or services and give consultancies – that is, someone who has enough knowledge about a subject and therefore can help the prospect solve a problem or improve a process.
But will their sale is advisory in effect?
Let’s talk in this post about five skills that a professional should have to act in a consultative manner at the time of sale and the benefits of this approach to Lead.
You strive to identify the profile of the person who is speaking and to direct the conversation by connecting to the caller?
Put yourself in the place of Lead and think it would be like to have someone asking about your business.
Would you feel comfortable to open the game without fear? Probably not! We tend to answer questions from people who do not know in general terms, without delving into details.
However, for the construction of a consultative process, we need to understand in depth the reality of that person, and that you will only be able to create some kind of connection. After all, your potential customer only will your real difficulties if there is trust.
You really seeks to understand the process of their Lead ? What are the specific needs it? The objectives and the difficulties he faced to reach them?
Often we believe understand everything about a particular segment. However, to do something that really makes sense, you must be curious to understand the daily life of your potential customer, not only induce a problem that you believe exists.
If you do not understand something, do not be afraid to ask. It is extremely important that you understand actually what the prospect search and how are the business processes.
Return it as many times as necessary! And, if you notice that the Lead does not want to open, or that the conversation is not flowing, stop and externalize the feeling. Explain that does not understand, or that the case is not so clear, and it is extremely important to get help.
Ask and find out listen!
Do not try to fit a general solution for all! Engage and create something personalized, that makes sense for your Lead.
Think: I really understand your pain? This will help with this particular problem?
If you are unsure, dig again. He will see that you are engaged in doing something really good, and here’s a chance to connect.
After presenting the solution, confirm that that’s right. It is an appropriate way out? It will help the problem X? Sane any doubt, do not leave this step without being sure that the Lead understood and that you put together the best possible output.
If something has changed in the way if the prospect has brought something new that was not within the initial scope understand what it is and how it impacts on your project. Do not even try to run away from an unforeseen or novelty just for your project scope still making sense.
Remember, your project has to make sense for Lead, not just for you.
If you try to circumvent the new panorama, no matter how good your skill with objections, this is a point that it can bring back the negotiations not to close the sale, and then the damage will be greater.
As your potential customer has already approved the project at this stage should not be doubts about it. However, if they exist, it means that the previous step has not been one hundred percent complete. In this case, you should go back and make sure it’s all right.
If the Lead does not give an OK time and bring objections, try to understand what his problem.
immature prospects, who have great knowledge of the solution you are offering, may require more patience in trading.
Understand what makes you insecure and the reason for this insecurity. Do not be afraid to ask, “What is your fear?”, “Why do you think that is not able to run the project?”, “Why do you think that this is not a good time?”.
Understanding the fears it, you can explain in a much more constructive way the process works and why it believes it has the capacity to do this.
Understand each of those objections and try to remedy them, in a didactic way, being honest with both parties.
If healed all objections Lead and closed the sale, congratulations! You made a deal for mutual gain. And in addition to conquer the customer and help a company may still have indications of other prospects, which can close a deal in the future.
However, it identified an objection that really makes sense, to show that this may not be the best time for Lead, deepen in it and act according to what will bring more benefits to your potential customer. Here is the final time to prove that you are acting in a consultative manner, not just focusing on the sale.
Remember, if your project is good and the objection is true, it possibly will again talk to you soon!
Often we believe we are acting in “advisory” form, but what is the real meaning of this? Acting in this way will your company sell more and better.
That’s because you will meet a real need of Leads, so that your solution makes sense to them. With this, you can also decrease the rate of dissatisfaction and cancellation of their service.
To worry about Lead, you care about the image of your company!
Do not push, create demand and help your potential customers to see themselves as will help them!