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Using the Consultative Approach to Gaining Sales
What do we mean by a consultative approach? When you hear the word "salesman", it usually brings to mind someone that is pushy and will not take no for an answer. If you stated you were in sales with a prospective client, it would likely turn him off. Yet, all businesses rely on their sales force to bring dollars into the firm. It is the sales force that makes the company run as there would be no inflow of cash without them. So how do you attack such an image problem? Actually the answer lies in the approach that you take when networking. Your job, even though it may be sales, is to act as a consultant and try to find the perfect fit for the client. This approach is called consultative selling and it works very well for anyone that tries it. I worked with a company that relied exclusively on the consultative approach; they had actually made the switch in order to fill seats in their very large training facility. The company was a major supplier of telephone services, and although people wanted to take the courses, they found them too expensive. This was mainly due to the approach they used. When they switched to a consultative role, they found that the number of people attending and paying for their training increased by 30 % or more. They no longer sold seats, they sold a concept that included training and follow-up to ensure what they taught was actually being implemented. This leads back to the idea of pricing your services based on value rather than an hourly rate. The follow-up portion of this method is actually the key to its success. The follow-up needs to be planned and time needs to be spent caring for the customer. It is not something you throw in to make the sale. You will need to record any discussions on how the follow-up process will work for you. A planned set of dates should be written down on your power page and then entered into your CRM software for milestone triggering. If you promise anything to the customer, write it down, put it in your calendar, and follow-through with your promises. Nothing turns clients off more than being ignored. Bette Daoust, Ph.D. has been networking with others since leaving high school years ago. Realizing that no one really cared about what she did in life unless she had someone to tell and excite. She decided to find the best ways to get people's attention, be creative in how she presented herself and products, getting people to know who she was, and being visible all the time. Her friends and colleagues have often dubbed her the "Networking Queen". Blueprint for Networking Success: 150 ways to promote yourself is the first in this series. Blueprint for Branding Yourself: Another 150 ways to promote yourself is planned for release in 2005. For more information visit http://www.BlueprintBooks.com
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Coaching Being Politically Correct When Selling Can Cost You Sales In our culture it is basically un-American for a prospective customer or client to help a sales representative or service industry professional in the selling process, by answering the probing questions required in an effective consultative selling approach. However, many sales trainers, coaches and managers teach that to be "politically correct," polite or to look professional, you must ask permission if you want to probe for information. Customers - Always be Focused on Them I was looking at some promotional literature and web sites the other day and it was interesting to note the number of times the words - "We" and "Our" was used in this material. Why Salespeople Fail Since 1990 I have focused on the three primary barriers which affect the performance of salespeople:- The Unmentioned KEY to Selling PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW, LIKE, & TRUST. PERIOD! Achieving Sales Goals Requires Drive & Motivation How did you do this past year on your sales goals? The Road to Achieving Training Success: What Holds the Key? As a trainer, you will be able to see a single change in a single person, out of perhaps a hundred tries, as a success. That is a good percentage. Obviously, the more successes the merrier, and the smaller the number of tries, the more critical becomes the necessity to increase the possibility and probability of success. Youre Hired... I Think I'm not a fan of "The Donald" and I had never seen his hit show until last week. Bernadette, my wife, seems hooked on "The Apprentice" and makes a habit of watching every Thursday while I usually go off to our den to read a book. Each week, she encourages me to watch - and each week I decline. I keep telling her she is probably the only person over 35 to be interested in his show. "Oh, I think you'd be surprised," she tells me. How To Attract Buyers Using The Right Sales Terminology It is always important that you use the right terms when marketing your product to potential buyers. The right terminology may mean increased enquiries for your product and possibly more sales. Attitude Insurance Everyone knows the importance of having a positive attitude, especially in the health insurance industry. Even negative people say that they have a positive attitude. A Simple Sales Strategy: Talk to Yourself! You are about to speak to a potential client, go to a networking meeting or give a presentation. What should you be saying to yourself in those few minutes beforehand? If you spend that time saying what I propose below, you will effortlessly and naturally become very attractive to your potential clients. This approach is very powerful, I promise you. How to Sound Just Like a Salesperson Prospect - "So now that I've told you what we are looking for, do you think that you can help us with this?" How to Reduce Sales Resistance Sales resistance is a fact of life for most sales people. We encounter sales resistance in 5 specific areas. In any sales transaction we must negotiate these 5 barriers. They can be real and permanent, which means no sale. Or they may merely represent perceptions that the prospect currently entertains through lack of knowledge. These perceptions can be changed through the sales process resulting in a sale. Ideal Clients - Who are They and Where Do You Find Them? Ideal clients are the ones who are perfect for you. They are the clients who understand your offering, are happy with your services, are willing to refer you to their friends, return for repeat appointments themselves (where appropriate), who pay their bills on time, who show up on time for their appointments, who give you 24 hours notice when they need to cancel their appointment. How to Achieve Sales Goals by Focusing on Activities When I broke into sales in 1986, I read several books that talked about how important it was to set goals if you wanted to achieve success. I bought into the idea completely and started writing down extensive lists of goals that I expected to achieve, along with due dates for each goal. Per the advice in the books, I made my goals nice and lofty. You know, make a six-figure income, buy lots of nice toys, go on fabulous vacations, that kind of stuff. And, every day, several times a day, I visualized what my life would be like after I had achieved my goals. Quick Tips On Handling Rejection Looking for a way to handle rejection? Are You Risking The Relationship for the Sale -- And Then Losing the Sale Anyway? Losing a sale can be disheartening, especially if you lose it for reasons you aren't even aware of. The 12 Dumbest Things Salespeople Do We all make mistakes and some salespeople seem to make a lot of them. What scares the vinegar out of me is that most salespeople keep making the same mistakes over and over again. Now in my book - that's just plain STUPID! Knowing Your Customers; Closing the Sale Just because your business is based in your home that doesn't mean you can afford to ignore the most important element of your success: sales. The bottom line is that your sales ability will make or break your business's future. Chances are, however, that unless you have a background in sales, you lack the helpful training which will give you a competitive advantage. 7 Safety Tips Every Realtor and Door-to-Door Sales Professional Need to Practice These are the top 7 safety tips that criminals don't want you to know. It makes their job harder. What makes a criminal pounce? Intent and Opportunity. Their intent we have no control over, however we definitely can do something about the opportunity. Start thinking like a criminal. How would someone be able to take advantage of you? What throughout your day can put you at the peak time for a criminal to "come in for the kill"? Sales Techniques to Help the Customer to Buy Three times I have revisited Turkey after living in the country for two years in the 1970's. How could I ever forget? Salespeople everywhere can glean some wisdom about the unique sales approach by walking through the Grand Bazaar in Istanbul. At least three unmistakable key sales components are apparent: ask questions, be persistent and appeal to emotions.
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