| Consultative selling is a Customer focused | | | | ask Customers why they choose to do business |
| method of delivering the exact solutions our | | | | with a particular company or why they decided |
| Customers are looking for. Consultative | | | | to buy a product, the number one response may |
| selling is about effective communication, | | | | surprise you. The number one factor is the |
| asking questions, and finding the results | | | | salesperson by a huge margin. Buyers look at |
| your Customer wants. You must be the expert, | | | | your competencies and decide whether or not |
| your Customers' guide in exploring all | | | | they like you before they make a decision to |
| aspects of their problem so you can provide | | | | buy from you. You can convert more sales by |
| the best solution. | | | | employing a winning attitude from the minute |
| | | | you step through the door. |
| To take full advantage of consultative | | | | |
| selling, you need to understand the | | | | Developing a positive attitude is essential |
| importance of your role as a consultant. | | | | to having a winning attitude. Since about 80% |
| Remember, you are not a salesperson, you are | | | | of communication is nonverbal, it is |
| a problem solver. We need to shift our focus | | | | essential to be in the right state of mind |
| from selling products to selling solutions. | | | | and have a good positive attitude. You can't |
| It does not matter what the product or | | | | fake it with Customers. Your voice |
| service is: | | | | inflection, tone, rate of speech, and other |
| | | | factors are influenced sub-consciously by |
| Â- You do not sell mobile phones. You | | | | your mood and your attitude. Customers will |
| provide a network. | | | | pick up on these subtle factors. This can |
| | | | influence the Customer's decision to buy from |
| Â- You do not sell software. You save | | | | you. It will also affect your success. If you |
| time. | | | | are enthusiastic, keep positive, and display |
| | | | a winning attitude, your Customer will often |
| Â- You do not sell cars. You provide | | | | respond with the same. This helps build |
| transportation. | | | | rapport and increases the likely-hood that |
| | | | your Customer will want to buy from you. |
| Â- You do not sell domains. You provide | | | | |
| an online identity. | | | | Your attitude will also directly affect the |
| | | | learning process and how successfully you can |
| Â- You do not sell Websites. You open the | | | | incorporate these new techniques into every |
| door to new opportunity. | | | | day practice. The bottom line: the better |
| | | | your attitude, the more success you'll |
| And you do not sell to businesses, markets, | | | | achieve. |
| or a job title. You sell to people! | | | | |
| | | | The training and guides that I have listed |
| For any sales strategy to be effective we | | | | free on my website, Call Center Sales Tips, |
| will need to create a repeatable process that | | | | and is going to provide you with the tools |
| delivers predictable results. Just initiating | | | | you need to be more successful, help more |
| a sales conversation and hoping for the best | | | | Customers, and make more money. On my website |
| is not going to get you the result you want. | | | | we take a fundamental look at your current |
| | | | sales strategy and demonstrate how it can be |
| There are many factors that play a role in a | | | | improved. |
| buyer's decision to make a purchase. When you | | | | |