|
|
Like this article? PLEASE +1 it! |  |
|
consultative salespeople Tagged Articles
|
5 Things Your Sales Force Can Do to Thrive in this Economy
| |
| One of my clients recently completed a transformation. I helped them transform their salespeople from account managers to hunters and closers, from order takers to consultative salespeople and from selling on price to selling at their price - all while selling into one of the markets most devastated by the recession. |
|
Other consultative salespeople Related Articles
|
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.
|
|
|
5 Things Your Sales Force Can Do to Thrive in this Economy
| |
| One of my clients recently completed a transformation. I helped them transform their salespeople from account managers to hunters and closers, from order takers to consultative salespeople and from selling on price to selling at their price - all while selling into one of the markets most devastated by the recession. |
|
|
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. |
|
|
Are You Looking for Salespeople with Entrepreneurial Spirit?
| |
| While most salespeople don't have Entrepreneurial Passion, most Entrepreneurs aren't very good salespeople. They lack the DNA, skills and competencies necessary to consistently outsell their competitors, but they (sometimes) compensate for it with their 24/7 passion. Can you have both? Yes - entrepreneurs can be trained to sell effectively! And there are some salespeople who actually have this love of what they are selling. The key is to be able to successfully attract, identify, on board and retain those rare salespeople. |
|
|
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. |
|
|
Are You A Profit Center or a Profit Drain?
| |
| Invariably, salespeople are either profit generators or profit drains. For some reason, “break even” salespeople have been very rare in my career. There’s a deeper level for us salespeople, though. The two questions we must ask ourselves are: Is our employer better off for having us represent them? And… Are our customers better off for doing business with us? |
|
|
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. |
|
|
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
by: 
I Need to Read My Own Book
Fear Factors in Small Business: Sales & Marketing
Pricing strategies
Start Off The New Year With A Low Cost Small Business Franchise
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!
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
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.
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.