Selling Consultatively: Thrive in Today’s Selling Environment
Are you equipped to thrive in today’s environment? Prepare yourself by learning to sell consultatively. Walt will teach you about the top attributes of selling consultatively, which will help you become more effective and sell more.
Are you selling consultatively? Times have changed, and buyers expect you to bring more to the table than just a product. Hello, this is Walt Gerano with Anthony Cole Training Group – and welcome to the Sales Brew that asks the question, “Are you equipped to thrive in today’s environment?”
Lots of salespeople would describe themselves as “selling consultatively” but are you saying it, or are you doing it? Of course it’s become harder to get to prospects: everyone’s busier, more emails, calls, texts, and distractions from working from home. And because they’re busier, they’re less likely to take the time to meet or even respond to your outreach. So when you do connect, you must not only have a compelling message, but you must be prepared to execute your sales process using the skills and attributes of a consultative salesperson.
What does that mean?
According to Dave Kurlan of Objective Management Group, here are some of the top attributes of those who sell consultatively. They ask great questions, and lots of them. Questions that help uncover a problem, and not just lead to an issue that makes you want to jump to a proposal. They uncover the real issues, the have-to-fix kind of problems, and can discuss the consequences of the prospect not taking action. They understand how their prospect will buy. Remember, it’s their process, make sure you know how they will decide and who will be involved.
They take nothing for granted, even if it looks like all the others, it’s not. They’re able and willing to the ask tough questions, because anybody can ask the layups. Be prepared to ask tough questions, even when it’s uncomfortable for you. That’s one way to establish yourself as a trusted advisor.
They’re conversational, listening and asking questions with ease. Listening does not mean waiting for your turn to talk. Listen to understand what the prospect is really trying to tell you, and then ask your question to clarify what you thought you heard. Don’t assume you know. This is a lot of stuff to think about, but could working on some of these help you be more effective and sell more?
I think so, but it’s up to you.