Now that we understand exactly what consultative selling really is, I’d like to offer a few tips to make the process a bit easier on you as a salesperson.

Start by asking tons of questions during your presentation, but don’t ask questions that only require a “yes” or “no” answer. Ask questions that will result in answers that give you enough information to determine your prospective client’s actual needs.

Occasionally you’ll find that the answer to your question proves that the client doesn’t really need your product, but even more valuable is the knowledge you’ll gain as to whether or not your product actually serves your prospect’s needs. If not, be honest and upfront. Your prospect will appreciate that you aren’t trying to sell him something he really doesn’t need and may be willing to give you referals to others who really do need what you have to offer.

You’ll want to make sure that you are confident in and enthusiastic about your product as well. Being confident means showing you understand your product inside and out but does not mean you should act arrogantly. Your enthusiasm will make your prospect feel as though you care about him instead of as if he’s just another name on the potential prospect list.

Last but not least, build relationships with your potential clients. Just because one product doesn’t work for one particular client doesn’t mean that something you’ll have in the future won’t. Show your appreciation for your prospect’s time and, when the time comes, you may just have the opportunity to make another (more appropriate) pitch.

Some people feel that consultative selling isn’t ethical because even though you ask questions to determine your client’s needs you are still doing so with the intention of making a sale. I disagree with this thought process. An honest salesperson won’t make a sale if the product is unnecessary (why build a bad relationship?) and will never cross the line between ethical and unethical.

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

I’d like to spend some time talking to you about the process of consultative selling, but I believe that we must first define exactly what consultative selling is. To most new salespersons, selling is selling is selling – but this simpy isn’t the case.

In a traditional sales environment you, as the salesperson, have a product you need to sell. When you approach a potential client you are prepared to share all of the benefits of the product itself and convince your client as to why he should make a purchase. Your job is to manipulate the customer into believing he wants your product even if he actually has no need for it.

During the traditional sales process the salesperson maintains control of the conversation from start to finish. He asks questions and then makes assumptions as to what the client needs. At the end of the conversation he may attempt to determine whether or not he’s done a good job convincing the client that he wants the product.

The consultative selling process is much different. Consultative sales is not nearly as manipulative as traditional sales, if it can be called that at all. A salesperson engaged in a consultative sales process takes the time to learn about the client and his needs. He asks tons of questions and allows the client ample time to answer them as opposed to trying to corner the client with his own line of thought.

The goal of the consultative sales person is to determine what needs the client has and to then present ways to address those needs. I reiterate – the focus here is on need whereas the traditional sales person depends on a client wanting something. These are two very different concepts.

Now that we’ve defined both types of sales we’ve laid the groundwork for future discussions. Until then, think about your sales methods and let me know – do you engage in traditional or consultative sales?

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

Know Your Prospective Buyer!

Understanding and dealing with different personality types

Executive Summary
The best doctor, with the best treatment and the best diagnosis, is ineffective without a good “bedside manner.” By bedside manner, of course, we are referring to how the doctor relates to the patient and each patient is different. A doctor must first assess the patient’s personality and fears and adjust the way he or she approaches and deals with the patient. Similarly, a professional sports team will study the opposing team before the game and a restaurant server will adapt to the customer in a restaurant. In any profession where you work with different people, you must know how to relate to people individually.

In the world of professional sales, the need to understand the person you are working with is crucial. You must develop an effective means to communicate clearly with the prospect. This is not the same as developing a “rapport.” In developing a rapport, you may get the prospect to want to work with you and you may become cordial with each other, but that does not necessarily mean that you can communicate effectively. As a professional sales person, you have to learn to quickly recognise personality traits that may hinder the sales process and learn to adapt or avoid them. This template will help you first recognise different traits of prospective buyers and then to work with them for a positive result

Buyer Traits
While every person is different, you will find that most prospective customers fit into certain categories. We will examine how to recognise each, and then provide tips on how to deal with each. These tips, of course, are not concrete rules that apply to every personality and every situation. However, you will find that they provide a good overall view of commonalities in the different types of buyers. Some of these tips will also suggest that in some cases and at some point, you should terminate the sales process. You may feel that this is giving up or accepting defeat. No. This is about being smart and staying professional. You will not make every sale and you will not change the laws of psychics by sacrificing your time, money or your dignity.

Different Prospective Buyer Types
1. The Assertive
2. The Paranoid
3. The Know-It-All
4. The Price Only
5. The Timid
6. The Jokester

Continue reading "Understanding Buyer Types"