Written by Sean McPheat |
21 July, 2009
For me, no matter what you sell, a consultative selling approach will get the job done.
Here are my top 5 key tips to make sure that your selling interactions are more effective:
CONSULTATIVE SELLING TIP # 1
Have The Mindset Of A Doctor
I want you to take your salesperson’s hat off for a moment and instead put your doctors hat on.
Like with any doctors consultation they will ask you lots of questions before writing out a prescription – you need to use the same approach.
CONSULTATIVE SELLING TIP # 2
Find Out The Key Drivers For Change
In order of importance your buyers will take action more on:
So while performing your doctor’s diagnosis bear this in mind. You’ll want to uncover the pain, the fears and the pleasures from your buyers.
Only then will they be “motivated” to take action.
CONSULTATIVE SELLING TIP # 3
Focus On Them And Not On Winning The Deal
If the need for the commission and sale is greater than your desire to help the buyer then this will show.
Come from the mindset that you are there to help them and get what’s best for them rather than doing everything you can to “win” the deal.
CONSULTATIVE SELLING TIP # 4
Don’t Be Afraid To Push Back
Sometimes, your buyers may not be open to what you are asking. They might be difficult to get on with and might be withholding information.
If they are like this then beware.
My experience tells me that they might have already made up their mind on who they are going with and are just using you for either:
1. Further education and ideas
2. A comparison
3. Company policy states they need to get quotes from 3 different vendors
Don’t be afraid to push back and walk away if it’s not right.
CONSULTATIVE SELLING TIP # 5
Appreciate Different Buyer Types
Don’t treat others as you’d like to be treated yourself.
Yes, that’s right!
Don’t treat others as you’d like to be treated yourself!
Instead, treat them as they would like to be treated!
Some of your buyers will be very analytical and detailed, others will not have a moment to spare.
How will you sell to these different personality types?
It’s not a one size fits all approach.
Some buyers will need facts and figures – the detail.
Other buyers will need a high level overview and the bottom line in a “no fluff” way.
Consultative selling done in the right way is a very powerful approach.
Keep the methodology simple and you won’t go far wrong.
If you remember nothing about it at all and your mind goes blank then just approach your sales interactions like a doctor would in meeting with a patient.
Prescription before diagnosis is malpractice!
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