16d (edited) • General discussion
Consultative Selling - what's all the hype???
It seems every sales role worth applying for describes the ideal candidate as having a "consultative" approach - here's what that means and why it's important:
It's a term used to describe a collaborative approach to selling where insightful, relevant questions are your biggest tool as opposed to traditional 'pitching' of a product or service.
There are dozens of behavioural and psychological reasons why this approach has become the new gold standard - but the most fundamental reason this approach works?
It allows prospects to feel HEARD.
Very rarely in daily life do we have someone's full attention - someone who WANTS to discover your problems and help to find a solution.
It's rare because it requires mastering a set of skills which most people are unaware you can practice; not just asking basic pre-scripted questions, but how to TRULY listen, process their answers without assumption, not interrupt their thought process, and empathise with their position.
If you make people feel seen, and that you deeply understand their goals...
Your solution will be infinitely more targeted and effective, and THAT = SALES.
7
4 comments
Consultative Selling - what's all the hype???
powered by
skool.com/new-zealand-sales-starter-1435
Nail the fundamentals and join a winning sales environment.
Suggested communities
Powered by