The outcome of employing a consultative sales approach is. Base theory in the formulation of sales strategy, msu business topics autumn 1968 37. Consultative selling skills help sales professionals position differentiated, compelling solutions. The consultative process can be delivered in modular format over nonconsecutive days to allow application between sessions. What is consultative selling and how to be a consultative. The outcome of employing a consultative sales approach is greater satisfaction and stronger relationships between the buyer and seller. Principles of consultative selling ohio university innovation center june 16, 2011 slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. In good company, you have seen an informal approach in action.
The consultative process has five integrated learning modules, as shown on the following page. Sales problem recruiting challenges can be a symptom of bad clients low pay bad employer reputation working conditions labor intensive overly complicatedlong selection processes. Consultative selling frequently works handinhand with valueadded selling, an approach in which a salesperson presents customerspecific benefits related to their product or service. Browse consultative selling and examples content selected by the sales pro central community. Richard is the author of unleashing the power of consultative selling and has a proven track record in the development of pioneering techniques when he literally rewrote and created a new sales methodology sales mapping the process of connecting the dots and winning customers for life. About how much does it cost for a manufacturers sales representative to make a single personal sales call. Competing in the world of selling today means understanding the changing world of your buyers and adjusting your sales approach accordingly. Barry lavalley, csp the psychology of selling definition sales representative. Since the term was coined in 1970, consultative selling has been the most widely acceptedand pursued sales approach. Consultative selling training at tlsa is endorsed by the ism and offers a powerful approach to managing sales, building relationships and creating competitive advantage. As a result of the seller applying a consultative sales approach. Richardsons consultative selling program takes an indepth look at the critical structure of a sales call or client meeting and provides a powerful roadmap for a successful, needbased dialogue.
The power of consultative selling bryce webster gold pdf catalog. Written by erica stritch vice president, rain group. Selling sales approach focused on identifying consultative. The consultative selling framework provides salespeople with a consistent, repeatable process to more effectively execute their sales conversations. Download our free ebook, the ultimate it staffing training solution. In theory, providing mortgage advice can be viewed as a problemsolving process in which the advisor tries to find a solution to the problems of the individual client. Consultative selling techniques are based on the methods used by professional consultants. This is a recording of our webinar that we hosted titled what is consultative selling and how to be a consultative salesperson. Instilling 2lst century selling skills, given that the web has changed everything. What are the tools, techniques, and skills needed for a salesperson to become a top consultative sales performer. Lessons learned from consultative selling book january 1, 2018 november 10, 2018 mohamed sami the consultative selling. Collaborative selling emphasizes a partnership between customer and supplier. The hanan formula for highmargin sales at high levels, 7th edition by mack hanan is mainly targeting sales representatives to provide a specific and consistently successful approach and techniques for better sales. What has changed since the introduction of consultative selling.
Consultative selling is a sales approach that puts the focus on the buyers needs and experiences over the product a company is selling. The program can be taught by a wilson learning facilitator or by an organizations own leadertrained inhouse professional. Another example is the use of the cloud for file sharing. Consultative selling examples selling skills closing 239. Sales and management toolbox au page 7 if you have seen the movie. This consultative selling training course will provide those that attend with a tool box of effective business to business selling techniques. Pp211a personal selling and sales management quiz 1.
Consultative selling free download as powerpoint presentation. The 6 principles of consultative selling while consultative selling has become a very familiar concept to most in the selling profession, it is still frequently listed as one of the behavioural changes that many sales leaders would like to instil their sales teams. What percentage of chief executive officers in the 1,000 largest u. Its about selling effectively, and it is about shifting the decisioncriteria from price to cost. If you approach selling to your customers in this manner, then what are the most common benefits of your product or service to them. Consultative selling is a more complex, longterm process involving collaboration of both buyer and seller, in which the latter must first develop an understanding of the customers business. Consultative selling doesnt mean what most people think it means. A consultative sales approach is key to running a welloiled sales team. In the consultative selling example provided earlier, the. Some salespeople go so far as to call it a sales philosophy for its unwavering commitment to developing a holistic understanding of the customers needs, providing value and finding a customized solution. Consultative selling is a philosophy rooted in building a relationship between you and your prospects. This change meant that the salesperson became the power of. Salesability iii consultative selling advantage performance group.
They usually start by sitting down and asking a series of questions about the clients history, then a more specific series of. This module explores the philosophy of consultative selling and looks. Consultative selling is an investigative approach to sales. If youre not sure, ask some customers why they buy from you. Consultative selling and examples sales pro central.
The consultative sales approach reflects the truth of this statement. If you continue browsing the site, you agree to the use of cookies on this website. It is, however, not simple to do well and has its own challenges. Putting all of the focus on the customeras consultative selling doespresents economic challenges for suppliers that may not be able to fully meet customer needs, especially when the economy is poor and overall sales. The strategy of instructing a consultative sales model has been around for well over a decade. Define the term consultative selling and discuss how this approach differs from other methods of selling. A practical, customerfocused, needsbased approach to selling. The consultative sales approach ask these discovery questions for sales success. We propose the following new definition for consultative selling in our white paper the future of consultative selling. Unleashing the power of consultative selling, by richard. Am i looking at a consultative salesperson or a peddler. What is not consultative selling before we look at what you can do to be a consultative salesperson, we want to start with looking at what most salespeople do and that is what we will call product selling.
What are the tools, techniques, and skills needed for. The consultative approach, when properly executed, often unearths a great deal of information about the prospects desires which makes it easy for the salesperson to take those desires and match them up. New white paper the future of consultative selling. Consultative selling is all about uncovering information from the customer that they wouldnt normally share with you. The consultative selling approach works because today personalisation is key. No one approach, even the consultative, is suited to every seller or every prospective customer. In addition, the committee is proposing to introduce a new approach to calculate capital requirements for. Basel committee on banking supervision consultative. The consultative process wilson learning worldwide. The consultative approach, when properly executed, often unearths a great deal of information about the prospects desires which makes it easy for the salesperson to take those desires and match them up with. Consultative selling is an approach to sales whereby sellers redefine reality.
Consultative selling made its appearance in the 1970s and, since then, has gained popularity in just about every industry and service. The consultative selling framework provides sellers with a consistent, repeatable process to more effectively execute their sales conversations. One of the best ways to obtain that valuable information is by asking what i refer to as umbrella questions designed to get the customer or prospect to elaborate on important issues, umbrella questions can be used on every sales call because they work in any selling. Does he know enough about his, and his competitions product that i can trust him. Consultative selling is about how the sale occurs rather than about what is being sold or whether the target is a current customer or a prospect.
For the following forty years, advice for how to sell had mostly been a variation on the consultative selling theme. Your consultative selling master guide menemsha group. A salesperson who practices consultative selling develops a holistic and nuanced understanding of the buyers needs, and then they try to fulfill those needs with a customized solution. It isnt about being soft, or about not really selling. The future of consultative selling lies not only in redefining the need, but also redefining the impact of the solution. The psychology of selling in this section well look at the various ways in which humans influence each other, and therefore how. Here are some characteristics of what a salesperson does that makes their way of selling more of a product selling approach. Rather than telling prospects what they need, you ask prospects thoughtprovoking questions that help them identify their own pain points. Question for reflection what is the value to your organization both the department. Apart from the traditional sales approach, a new way of selling called as consultative selling has gained ground in the past two decades.
Consultative selling is a very customeroriented approach to selling that explodes the stereotypical hardsell approach of the. This model may apply to many different sales job titles. To me, the difference between consultative selling and traditional sales is a bit like the difference between a therapist and a doctor. The 6 principles of consultative selling open to export.
223 319 378 590 709 712 359 843 809 507 889 214 715 1130 1239 859 160 1462 838 256 1595 821 462 1268 1567 1574 749 1339 1315 426 1570 1480 1003 70 478 657 171 296 277 1349 261 30 322