Viewing Posts for: Amy Smalfus
Five Misperceptions about Consultative Selling
In a world of dramatically changed B2B buying behavior, Consultative Selling remains one of the best ways — if not the best way — to focus on the client’s business issues and needs (not products for sale) to ensure that the proposed solution drives the needed business outcomes for the client to achieve his/her goals.
But, because it’s not the shiniest, newest sales approach on the market, there are some misperceptions about its relevance today. Following are five common misperceptions.
Consultative Selling is not assertive enough. Consultative Selling dialogue skills are used to create an environment of openness and mutual respect — ingredients that are necessary to stimulate thinking and gain a deep understanding of the client’s unique situation, diagnose root cause, and recommend the best solution. The seller may need to challenge the client’s thinking in the dialogue but certainly must do so without challenging the person. The only way to do this is to create an environment of openness and mutual respect, which is only created through the use of Consultative Selling skills. Consultative Selling leads sellers to go native. It’s unusual, but not impossible, for sellers to focus on their clients at the expense of their own company. However, the objective with Consultative Selling is to win profitable business. If an individual is not behaving as necessary, it becomes a coaching opportunity » Continue Reading.
Why Consultative Selling Fosters Trust
In my last blog post, I focused on why Consultative Selling is still relevant. Today, I am going to look at why using a consultative selling approach can foster trust.
A Consultative Selling approach comes to life in the dialogue between the seller and the client with use of the Six Critical Skills: Presence, Relating, Questioning, Listening, Positioning, and Checking.
These skills give sellers the ability to navigate the dialogue in the moment by connecting with clients and gaining and keeping their openness and willingness to engage in productive dialogue.
Being consultative helps sellers accomplish two important things:
They gain needed information to deeply understand client needs, identify the right solution, and tailor what they say about products to ensure relevance and impact, and By maintaining their focus on and connection with the client, they create a positive buying experience for the client that fosters an ongoing relationship and trust.
By using the Six Critical Skills in a consultative dialogue, sellers can make sure the client feels heard, respected, understood, helped, and genuinely cared for. Just as important is what the client does not experience: a true consultative approach means the client never feels manipulated. Thus, trust has a place to sow its seeds and grow. So, the outcome of a truly consultative approach is a closer relationship and trust.
Why Consultative Selling Is Still Relevant
There will always be someone proclaiming that their New! Improved! sales model tops all others in getting through to today’s ultra-informed B2B buyer and in winning deals. Maybe it’s the pressure and stress of an increasingly competitive business environment that creates a kind of desperation around the search for new answers.
In looking for the next silver bullet for successful sales, we must be cautious not to get distracted from proven fundamentals.
Sellers do not need a radically new way of selling that contradicts or retires the principles of consultative selling. The goal of consultative selling is to focus on client needs vs. your product to ensure that your solution is relevant. If being relevant to clients still matters, then consultative selling, by definition, is still relevant.
We must remember that the philosophy, underlying psychology, and skills of consultative selling are timeless. They enable the seller to deeply understand the client’s unique situation and to tailor a solution that is in the client’s best interest by approaching the buying situation through the client’s eyes — and in doing so, the seller earns the client’s trust and business.
What is different today, in light of changes in the selling environment, is the need for sellers to have a higher-order level of skill in consultative selling to effectively leverage their knowledge, experience, and expertise to engage clients in insightful dialogue.
These higher-order » Continue Reading.