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consultative sales Tagged Articles
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Consultative Needs Based Selling Approach
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| 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. |
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What to do when the sale stalls
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| How many stalled sales do you have in your sales pipeline right now?
You feel as though you have done everything right. You have connected well with your prospect, they have explained their business and relevant personal issues and you are working directly with the person who has the authority and ability to make the decision. They have given you all the right buying signals but the only problem is you can’t get them to sign on the dotted line and now they aren’t returning your calls.
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Why Consultative Selling is the only way to Sell
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| When there's less money around; buyers are even more careful with their money. They do not want to be Sold but prefer the option of buying. But how do you achieve this? By using the Consultative Selling Model. |
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By Knowing Exactly Whom You Are Selling Will Increase Sales
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| Are you focusing your sales efforts and behaviors on the wrong people? |
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RAIN SELLING HOW RAINMAKERS LEAD SALES CONVERSATIONS
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| By Mike Schultz and John Doerr
Sales Conversations for Services
To advance in their careers and become Rainmakers (those people at services companies that bring in the new clients and revenue), professionals such as accountants, lawyers, management consultants, and technology consultants eventually need to excel at selling professional services. Rarely, however, are these poor souls given a primer on rainmaking, especially when it comes to leading sales conversations and sales meetings. As a result, they often just 'wing it' and learn by doing, making many avoidable mistakes and losing opportunities to win new clients.
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Price Is an Issue Its Not THE Issue
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| You’ve hired a dedicated sales force. Your company has the best product. Great service is delivered after the sale. So why is your team losing sales to “low price?” Colleen Stanley of SalesLeadership explains four reasons great companies run into this problem. |
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