Consultative selling is not easy.
Most people don’t even really know what it is. Worse, many folks pretend to know what it is.
They pass themselves as consultative salespeople. No wonder everyone is confused!
Consultative selling is a serious game changer for anyone looking to increase sales. But in most cases, this methodology requires a change of habit and serious attention to detail.
Consultative selling makes you different
Conventional salespeople usually talk more than they listen.
They go on sales calls and do product dumps and give all prospects the same one-size-fits-all presentation.
One of my clients wants his salespeople to be treated better and sell at higher price points.
He wants to retrain them to be consultants and not salespeople.
My client is so serious about fixing this, that he’s reprinting all their business cards. The cards currently have the words “sales representative” on them. He wants the cards to read, “sales consultant.”
This is a good start.
He wants me to teach his salespeople to change their behavior. He’s right. If you act like a salesperson, you will be treated like one. Tweet This
How I promote consultative selling
My client just asked me for a blurb to promote our upcoming webinar on consultative selling.
He wants his sales team to stop wasting so much time with conventional selling and is asking me to re-train his salespeople.
Here’s the promo copy I sent him:
Most salespeople work too hard. But you don’t have to.
Author and speaker, Michael Angelo Caruso teaches presentation skills. And everything is a presentation.
Whether you specialize in group meetings, one-on-ones or telephone work, sales calls are a form of presentation.
Consultative selling is a very effective tool, but you must be familiar with the psychology of listening versus speaking. Asking questions in a five-to-one ratio, for example, is one way to employ consultative selling.
This type of selling is perhaps the most natural, organic way to have the prospect close himself or herself.
Join us for this great webinar and:
- Learn why the consultative method is often referred to as “reverse selling”
- Understand that the best sales presentation is when the seller isn’t speaking
- Get in the habit of being interestED first, and then being interestING
- Use easy ways to differentiate yourself from the competition
- Reduce objections
- Aim for the bulls eye and not just the target
- Be an active listener
- Build relationships instead of doing product dumps
- Discover why consultants get treated better than salespeople
And much more!
Traditional selling is a “push” form of communication that muscles prospects into buying. But consultative selling “pulls” prospects closer, luring them toward doing business.
Here’s an example of how to use a simple elevator speech to get someone’s attention.
Want your sales people to be more successful?
I’d be happy to talk with you, your VP of Business Development or your sales manager about the merits of consultative selling.
A 15-minute phone call can help you understand what’s possible. We can even make it a video call, if you’d prefer.
Stop wasting time with conventional selling.
Use consultative selling to:
- Set your company apart from the competition
- Differentiate your products and services
- Improve your margins and bottom line
Contact my office today to arrange a conversation. Your first consult with me is free.