If sales reps want to reap the rewards

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Another positive aspect of consultative selling is that it helps with value-added selling. Sales representatives who approach prospects with a consultative selling mentality will naturally understand their customers' needs better than those who use traditional sales methods to go straight to the hard sell. Simply put the time you and your sales team invest in consultative selling will pay off in the long run because this sales method values customer relationships. While using customer relationship management software can automate some of the work you still need to build the concept of quality relationships into your own sales strategy and sales training. Consultative Selling vs. Product-Based Selling Although there are many benefits to being able to tailor a solution to a prospect, consultative selling is very different from product-based selling.

Here are some examples of product-based selling and consultative selling. Product-based selling approach. Consultative selling approach. Emphasis on special features. Price and availability are key. Value defined by product. Salesperson brings a little value. Salesperson emphasizes values by working harder to sell more product. Price matters more Customer-defined value Salespeople help define value Benefits Salespeople sell more by working smarter Email Marketing List When buying products now buyers seek a level of trust in the salesperson before they are willing to spend money. The more trust you earn, the more likely you are to close a sale. Buyers are flooded with choices and information when it comes to products and services and have low trust in brands.




According to the latest Edelman Trust Barometer, only consumers trust businesses. they should put the customer first and the product second. So how do sales professionals get started using a consultative selling approach? Here’s our four-step guide to the consultative selling process. Four Steps to Finding the Right Prospects Quickly Improve your lead qualification process instantly with this four-step guide filled with actionable sales advice. Work Email Email Me Tick More Best Practice Guide Templates and eBooks Your data will be processed in accordance with our Privacy Statement. You can cancel your subscription at any time. Step One Position yourself as a trustworthy authority.