Many sales people ask me about the consultative selling process – what is it, how does it work in reality, what do I need to learn to apply this sales technique?
So I thought I would share my experiences and try to explain why I have achieved success in sales over many years in B2B at levels from Enterprise / Government to SME businesses.
This approach is also applicable to SOME areas of sales management / general management, but in this post I am focusing on sales, as management is an altogether different topic.
Years ago, selling ‘features & benefits’ of your widget / service were the normal expectations of a sales person. So why is black better than white, and why is your widget better than the one we are already using?
That approach went out with button up boots let me tell you!
So – lets use the KISS principle and break the process down into 5 headings and then I will give you brief examples of how to adopt this methodology in your day to day sales activities in my next posts. If you are not doing this already – read this article and those to follow over and over and make a habit of using it!
The ‘gift of the gab’ stereotypical salesperson lives on, but has no place if you aspire to become a ‘professional salesperson’ in B2B or B2E sales. The consultative sales approach is 80% listening, and knowing the right questions to ask and when to ask them. Open questions to gather information, closed questions to determine next steps.
EVERY BUSINESS HAS COMMON GOALS – IN AUSTRALIA AND GLOBALLY
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Reduce costs
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Increase revenue from existing customers
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Increase (take) market share from competitors
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Expand and build potential markets
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Improve business efficiencies
In my next post I will give you more knowledge and understanding with real examples.
In a nutshell, it is all about questioning techniques to ensure that you are offering a ‘solution’ (not a product) that fits in with your prospects business objectives. Stay tuned for more information on how to improve your results as a salesperson by using this common sense approach to your day to day sales activities.
Rick Kemp
Senior BDM
OSS Australia