Consultative Selling; The Path to Long-Lasting Relationships

It turns out that 95% of all salespeople who call her let her know what she is doing wrong on the first call, and why their medium is the one she should be buying instead. I would say this is trying to be understood before seeking to understand. The exact inverse order of what you should be doing.

To simplify things, the word consultant is built in to the word consultative. That means learning to say things like “I see...” or “I understand...” or “I can see your point…” You will not get anywhere building a wall between you and the decision maker. Soften it and get the appointment.

Listen to all the pain-not just where you can make direct money. Ask questions to clarify what you are hearing and do not judge or make suggestions. You may have to bite your lip to refrain from telling this person how you are the solution to his or her problems. Step up your listening at this point because the real underlying problems will come out when you least expect it.

Write notes, regarding both how you can help this client’s business with your products and possibly through your connections as well. Consider the people with whom you have your deepest relationships. Most likely you would do almost anything for these people. That’s what you want to develop with your prospective clients. This doesn’t happen overnight-it takes time. That time starts the minute you introduce yourself to the person and will continue for a long time, if you play your cards right.

Don’t just be a transactional salesperson, be a true consultant. Listen to your clients and help them positively move the needle and keep them in business.

What are your challenges when it comes to consultative selling? I look forward to hearing your comments. Until next time…