Skill + Do
Consultative selling is easier when you have been working with your prospect or client for some time, but you aim to establish yourself in a "consultative" manner on Meeting One.
Consultative selling requires skill and dexterity in a few key areas:
1. Account/company knowledge: understand your prospect’s business and challenges before sitting down for your first meeting. (You can’t possibly know everything, but you won’t be able to establish trust without knowing something.)
2. Probing skills: understand when to ask which questions. Which brings up #3…
3. Execute a needs analysis strategy that moves you quickly toward the right buyer pain points and creates a strategic conversation quickly.
4. Tone: never sound or come off sounding preachy or heavy-handed. Talk, don’t advise.
5. Don’t pitch.
Consultative selling is easier when you have been working with your prospect or client for some time, but your challenge is to present yourself in a "consultative" manner from Day One.
“Sometimes the most influential thing we can do is listen.” Bob Burg
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