Consultative selling is all about working with the customer to develop a solution that allows them to see and benefit from a larger outcome than they initially expected. To achieve this, you have to exhibit confidence in what you say and how you say it. This means that prior to going into the sales call, you’ve prepared a solid list of questions you intend to ask, you’ve done your background research on the customer, and, most of all, you’re confident in yourself. The level of confidence you display is directly related to the customer’s ability to take you seriously. This level is displayed in your voice, your body language, an in many other ways.
Ask yourself: “Do I truly believe in my product/service (I mean 150% believe!) and how I sell it?” If not, then you’re not confident. If you don’t believe in what you’re selling, then before you make another sales call, take the time to analyze why. If you can’t come to the point where you truly believe in yourself and what you’re selling, then there’s no way you’ll ever achieve that top level of sales success. In reality, any success you do have will be the result of luck, low-price, lack of competition, or something else. In the end, there’s no way you will be able to sustain your success, let alone become one of the best, without being 150% confident in yourself and in what you’re selling.
Great Blog on Consultative Selling. I will say this as well. If done correctly Consultative Selling will provide confidence – a positive “double sword.”
By understanding the customer and their needs will vastly improve a sales call. I viewed this all the time as a sales manager – the confidence of a sales rep grows exponentially when they have done their homework and built a tailored plan the matches customer needs…And this leads to more confidence…confidence breeds confidence!
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