Consultative selling: find out what it is and how to profit from it!
Posted: Mon Dec 23, 2024 5:33 am
Consultative selling is present in everyone's daily lives. Even those who do not work in sales, at some point sell their car, their apartment or even ideas and services . Despite being an activity that is part of everyone's daily lives, selling is an activity that most people — salespeople included — learn through practice or by following the example of others.
While other fields of knowledge—such as marketing, electronics, and medicine—have evolved many times over, sales, as a methodology, remains in the Stone Age. Teams operate with low productivity , generating costs for companies due to lost opportunities. To change this scenario, one of the alternatives is for professionals to become more consultative sales representatives .
Learn more about the subject!
Consultative selling vs. transactional selling
Unlike transactional selling, which is the most common type of selling today, consultative selling focuses on the customer and not the seller.
The professional is not so concerned with the order that he has to take or the goals that he has to meet that month; but rather with the needs of the client that he is serving . The consultative salesperson becomes a consultant when he helps the buyer to understand their real demands and meet them.
Consultative what's app numbers service focuses on what a person needs — including things they may not even be aware of yet. When a salesperson uses this type of negotiation, they are perceived differently by the customer or prospect, as it becomes clear that the professional is not just concerned with how to close a sale .
A relationship of trust is established, with the client sharing the strategic decisions they are going to make with the consultative salesperson.
In consultative selling, perceptions arise that the person had not even realized. So, when closing a deal, the customer will gain in benefits much more than what they paid for the product or service , since they did not even know they had that need.
You lose the sale, but not the customer
Consultative selling demystifies the concept that a good salesperson can sell anything to anyone. The concept here is to find out what the customer needs , so that their real needs can be met.
There are cases in which the consultative salesperson realizes that they do not have the service that the consumer needs at that particular moment and tells them so.
This is an example of losing the sale, but winning the customer . This is Lifetime Value, which generates sustainability for customers and suppliers.
The advisory consultant as a business lever
The advisory consultant acts as a business lever , from the moment he is called to sell a certain product. However, he increases the customer's perception in such a way that what would be a simple sale is expanded.
Instead of just one product, for example, an entire line is sold , always in a way that is beneficial to the customer, making the activity sustainable.
How to identify opportunities you didn't know existed
The benefits for a company and for professionals who practice consultative selling are enormous. Imagine an organization that works in the area of consulting and training. It is called by a company looking for sales training for its team.
When talking to that customer, the consultative salesperson listens to their needs: they want their team to generate better results and take advantage of market opportunities . Then comes the realization: what that customer needs is not sales training, but rather a team development process.
By identifying this need, the salesperson seeks to understand the client's situation: how much they sell, what their team is like, how many professionals they have, what market they operate in, etc.
From there, this consultant, instead of simply selling sales training that, on its own, will not meet the needs of that client, helps him to have insights that he did not have and offers something more complete and suited to what he needs . Point for both.
Is it clear how important it is to evolve your sales process and invest in consultative selling, so that your contact with the customer is more than just meeting goals? The trust that the customer will place in your business will be valuable and will bring you great results.
While other fields of knowledge—such as marketing, electronics, and medicine—have evolved many times over, sales, as a methodology, remains in the Stone Age. Teams operate with low productivity , generating costs for companies due to lost opportunities. To change this scenario, one of the alternatives is for professionals to become more consultative sales representatives .
Learn more about the subject!
Consultative selling vs. transactional selling
Unlike transactional selling, which is the most common type of selling today, consultative selling focuses on the customer and not the seller.
The professional is not so concerned with the order that he has to take or the goals that he has to meet that month; but rather with the needs of the client that he is serving . The consultative salesperson becomes a consultant when he helps the buyer to understand their real demands and meet them.
Consultative what's app numbers service focuses on what a person needs — including things they may not even be aware of yet. When a salesperson uses this type of negotiation, they are perceived differently by the customer or prospect, as it becomes clear that the professional is not just concerned with how to close a sale .
A relationship of trust is established, with the client sharing the strategic decisions they are going to make with the consultative salesperson.
In consultative selling, perceptions arise that the person had not even realized. So, when closing a deal, the customer will gain in benefits much more than what they paid for the product or service , since they did not even know they had that need.
You lose the sale, but not the customer
Consultative selling demystifies the concept that a good salesperson can sell anything to anyone. The concept here is to find out what the customer needs , so that their real needs can be met.
There are cases in which the consultative salesperson realizes that they do not have the service that the consumer needs at that particular moment and tells them so.
This is an example of losing the sale, but winning the customer . This is Lifetime Value, which generates sustainability for customers and suppliers.
The advisory consultant as a business lever
The advisory consultant acts as a business lever , from the moment he is called to sell a certain product. However, he increases the customer's perception in such a way that what would be a simple sale is expanded.
Instead of just one product, for example, an entire line is sold , always in a way that is beneficial to the customer, making the activity sustainable.
How to identify opportunities you didn't know existed
The benefits for a company and for professionals who practice consultative selling are enormous. Imagine an organization that works in the area of consulting and training. It is called by a company looking for sales training for its team.
When talking to that customer, the consultative salesperson listens to their needs: they want their team to generate better results and take advantage of market opportunities . Then comes the realization: what that customer needs is not sales training, but rather a team development process.
By identifying this need, the salesperson seeks to understand the client's situation: how much they sell, what their team is like, how many professionals they have, what market they operate in, etc.
From there, this consultant, instead of simply selling sales training that, on its own, will not meet the needs of that client, helps him to have insights that he did not have and offers something more complete and suited to what he needs . Point for both.
Is it clear how important it is to evolve your sales process and invest in consultative selling, so that your contact with the customer is more than just meeting goals? The trust that the customer will place in your business will be valuable and will bring you great results.