Like this article? PLEASE +1 it! Evan Signature
Evan Carmichael Top Header about About Home Profiles articles Tools forums inspirational quotes About facebook Twitter YouTube Blog

consultative business Tagged Articles



Forecasting Fiction or Reality?
Why do so many sales forecasts bear a closer resemblance to great works of fiction than to reality? Why do “top opportunities” slip and slide from month to month and all too often disappear altogether?

Other consultative business Related Articles

Closing Sales Is Not A Problem, It\'s A Process
Today, most successful sales professionals know that if you use a consultative sales process, one with a series of selling steps like those listed below, the close (asking for the business) will literally take care of itself.

Consultative Selling
Consultative selling is a highly evolved and extraordinarily successful approach to selling. In consultative selling, the entire sales process is oriented toward the salesperson, or “consultant”, understanding the nature of and assisting his customer or client in the solving of the client's product-related problems.

Does A Hard Sell Work?
As many of you know I have a strong bias towards a consultative approach to selling. I share the values and competencies required for successful consultative selling, and despise those of the “hard sell”. I’ve also assumed that the consultative approach gets better results, that people resist a hard sell, and that a hard sell is not at all effective with large ticket sales. But I recently came across a sales organization that questioned these assumptions.
Are you keeping your customers up at night?
Effective consultative salespeople know how to keep their customers up at night. By that I mean they know “how to get in their customers’ heads” by asking questions that will force them to think about the issues that are important to their business. It’s up to you to become their business conscience.

Consultative Needs Based Selling Approach
Looking at your business from a sales perspective and most importantly understanding your business from a client perspective, is one of the most important first steps in sales. Most people hate being sold to but love the feeling of buying; so the clearer you can explain how your business helps and "what is in it for them" the easier it makes prospective customers to make a buying decision. The consultative/problem solver approach qualifies and listens to the customer and helps them to buy what they need. The consultative approach focuses on the needs of the customer and how you improve or benefit them in some way.
Stepping Beyond Consultative Sales
Collaborative or consultative selling. What’s the difference? Aren’t they interchangeable terms? Not really. Collaboration is a step beyond traditional consultative selling. And an opportunity to sell more WITH your buyers.
How to Put Consulting into Consultative Selling
To describe a sales approach as "consultative" doesn't really explain it. It's a broad identifier, like saying someone is religious, which doesn't say what kind of religion. Saying you are a consultative salesperson is like saying you're in the category of "solution-oriented selling" vs. the category of "fast-talking carnival hawker." But that doesn't mean you know HOW TO DO it.
3 Killer Business Skills -- Master These or You'll Wind Up in the Business Boneyard
You've got to learn how to network with other professionals, ask effectively for referrals and conduct consultative sales interviews with people or your business will die.
Sales Coaching: For Entrepreneurs – Part 2
How To implement a Strong System Process for Consultative Selling
How Does Someone Actually Do Consultative Selling?
To describe a sales approach as "consultative" doesn't really explain it. It's a broad identifier. Saying someone is a consultative salesperson is like saying he's in the category of "solution-oriented selling" vs. the category of "fast-talking carnival hawker." But it doesn't tell you HOW TO DO it.

Featured Article

Bottom Footer



Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Name:
Email:
Popular Articles

Life, Conflict and Work

Top 5 Tips for Better Online Ads

SEO and the Entrepreneur
Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.