Category Archives: six critocal skills

March 24th, 2015

Five Misperceptions about Consultative Selling

5-Misperceptions-of-consultative-selling

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.

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