The program can be taught by a wilson learning facilitator or by an organizations own leadertrained inhouse professional. The process gives you the power to successfully sell almost anything. Consultative selling is an approach to sales whereby sellers. The consultative process has five integrated learning modules, as shown on the following page. If you fancy the concept of mastering consultative selling, then i probably dont need to spend too much time spouting the benefits of using consultative selling. Book resources sales book, consultative selling process. Listen to the audio pronunciation in the cambridge english dictionary.
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. 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. Lawyers and consultants have always been selling their services by consulting. Below are eight sales exercises to improve your consultative selling skills.
An engaging consultative sales training course with practical exercises to develop your sales skills with consultative selling techniques for b2b services. The result is a more effective way to sell todays complex products and services. This approach to selling has been in wide use since the late 1900s, as companies focus on building longterm sales. The goal of consultative selling is to provide you the knowledge and skills that business people and especially entrepreneurs need to win customers and grow their business. Consultative selling techniques are based on the methods used by professional consultants. Consultative selling process management study guide.
A consultative selling approach is the key to running a welloiled sales team. Consultative selling model a consultative selling role calls for partnering with clients, including them in the sales process, and guiding them toward solutions, so the critical competencies are found in the active communication and interpersonal dynamics dimensions. This is often known as the consultative sales process, and it can make all the difference in the world to you, your business, and your customers. 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 benefits related to the product he or she is selling. Sometimes this is also referred to as solutionbased selling. How to reason from first principles with consultative. The consultative process can be delivered in modular format over nonconsecutive days to allow application between sessions.
Rather than just promoting an existing product, the salesperson focuses on the customers pains and addresses the issue with his or her offerings. This tool will help you navigate the 8step consultative conversations you have with your clients, from planning to securing the next step. The consultative selling process a consultative sale is different from the traditional selling model. Consultative selling is a recent development in sales practices that gives better and properly designed techniques and strategies.
Here are some characteristics of what a salesperson does that makes their way of selling more of a product selling approach. Consultative selling has been the new buzz word doing rounds in marketing and sales circles. This is a recording of our webinar that we hosted titled what is consultative selling and how to be a consultative salesperson. Consultative selling is a sales approach that puts the focus on the buyers needs and experiences over the product a company is selling. Consultative selling and negotiating advance consulting. They usually start by sitting down and asking a series of questions about the clients history, then a more specific series of. The salesperson, in turn, uses that information to select the best possible product or service to meet a need. We created this resource to provide an insight into what we believe is a highly effective consultation process. Selling the way your customer wants to buynot the way you like to sellis what you will discover in this breakthrough book. The consultative sales process is focused on what the customer needs and wants, and the potential value they see during their interactions with you. Ultimate guide to the consultative sales process klozers. The details pertaining to uhuru, our prospective client, and even the outcome of the process should be of little concern to you.
However, this has now been recognized as an important attitude and orientation that every salesman, all business managers and organizations need. Consultative selling 2 day course facilitated onsite. The consultative sales process is most especially not about you. The personal selling process consists of six stages. If you continue browsing the site, you agree to the use of cookies on this website. Consultative selling is a nonmanipulative process that focuses on clearly defining a clients needs and objectives and securing agreement that they should be addressed. The consultative process wilson learning worldwide.
Consultative selling is a sales approach that places emphasis on the specific needs of a customer as opposed to the goals of a salesperson to sell products. Every participant will leave with a template they can apply to accounts. The consultative sales process is primarily focused on the experience that the potential customer the lead feels and sees during their interactions with you. The first step of the selling process, prospecting and qualifying, involves searching for potential customers and deciding whether they have the ability and desire to. This key course in our selling and negotiating series helps sales professionals and consultants close more deals while reducing sales cycle time through the application of our time tested consultative selling process and practices. Consultative selling is very different from traditional selling as the conversation is customerfocused and on diagnosing problems. The training program outline is up to date and pertinent to marketplace requirements, thus catering well to all analytical prediction of. Consultative selling process stage one preparation stage two opening and building rapport. Consultative selling is a philosophy rooted in building a relationship between you and your prospects. What is consultative selling and how to be a consultative. The term consultative selling first appeared in the 1970s book consultative selling by mack hanan.
For decades, sales pundits have been advising companies to practice a consultative style of selling. 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. We will use the consultative selling model to understand the process of selling, discovery of and alignment with customers needs. Consultative selling involves selling the product range but also includes.
Here, we look at the three ways in which sales professionals can reason from first principles by adopting a consultative selling approach. Sales and management toolbox au page 4 3 top tier selling consultative selling talks the language of toptier decision makers. Although the salespersoncustomer interaction is essential to personal selling, much of a salespersons work occurs before this meeting and continues after the sale itself. It explores a selling technique in which the salesperson acts as an expert consultant for his or her prospects, asking questions to determine what the prospect needs. To me, the difference between a traditional sales process and a consultative one looks a bit like the difference between a doctor and a therapist. In traditional selling, on the other hand, the emphasis is on the product. You are open to the concept of treating sales and selling as a science predictable, repeatable and measurable rather than an art which only a gifted few possess. Consultative selling is a needsatisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution. This twoday program focuses on expectations in transactional relationships, styles of selling and negotiating, and offers insight into individual strategies and habits. Its not remotely about your product, your business. Consultative selling the most successful professional sales representatives use a very similar process when getting and keeping customers.
Its about the how you find ways to provide your leads with value and make it all about them. As in this template, the frame has covered a strategic consultative selling model to make the process easy for you. In consultative selling, the sale is not an end in itself. A consultative selling approach is key to running a welloiled sales team. We propose the following new definition for consultative selling in our white paper the future of consultative selling. To show the differences, well look at max and joe, two salesmen at an auto dealership. Selling, and particularly order getting, is a complicated activity that involves building buyerseller relationships.
Consultative selling made its appearance in the 1970s and, since then, has gained popularity in just about every industry and service. What we want you to focus on is the consultative selling process. 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. Provide your information below to get access to the audio and pdf resources we mention in the book. Consultative selling training course for improving. We will be adding our resource library on a regular basis and we will let you know when new material is available. Sales book, consultative selling process, sales training silver bullet selling. Consultative selling frequently works handinhand with valueadded selling, an approach in which a salesperson presents customerspecific benefits related to their product or service. The consultative sales process is a method of selling which requires the salesperson to ask a series of targeted discovery questions which allows the prospect to uncover for themselves the reasons they should buy. Consultative selling skills ebook harrison consulting 2014.
The five top sales questions for consultative selling learn the right discovery sales questions. Rather than telling your prospects what they need, consultative selling is an investigative approach by which prospects are. The six critical skills fuel and support the framework, helping sales professionals leverage their technical excellence and use every. Eight sales exercises to improve your consultative selling. The sevenstep selling process refers to the sequence of steps salespeople follow each time they make a sale. The consultative selling framework explored in the consultative sales training program gives sales professionals a consistent, repeatable process to more effectively execute their sales conversations.