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.
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Tomorrow - May 24 - 25
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Make a new friend and get inspired
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Today - May 23
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Friday is PRACTICE day!
Read MoreStick a fork in the old way of practicing skills: sitting on a chair on a stage role-playing in front of your peers. There’s a better way that involves you and your BFF at work.
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May 22
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What "Closed-Lost" can do for you
Read MoreA healthy balance of fear of failure and desire to succeed are important for all who strive to be in the TOP 10%. Don’t be afraid to lose; just fight harder next time.
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May 21
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99 SELLING days 'til Q4
Read MoreYou can not be too prepared for Q4 selling…closing business always takes longer than you think it should. For revenue to land during the last quarter, start plotting your strategy and steps now.
“Sometimes the most influential thing we can do is listen.” Bob Burg
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