We have prepared a series of exclusive content talking about consultative selling and how you can apply it in your daily sales activities. In this content, I will give you the 5 steps to do consultative selling and also 4 questions that you should use to help your sales.
How to do consultative selling in 5 steps?
A professional salesperson does not push sales. They simply help the customer make the best purchasing decision by presenting all the that company party. it’s worth it. pity that their product offers compared to others.
Consultative selling is different from traditional selling because it is based on relationships, trust and, above all, on asking questions.
What is Being a Consultative Seller?
The consultative salesperson is the sales professional who acts as an expert in their field. They have market knowledge, complete customer loyalty is one of the biggest challenges for retailers over the product or service they sell and, through questions, are able to diagnose how their product will solve a customer’s need or pain.
The 5 Steps to Consultative Selling
1 – Market knowledge and product knowledge
You won’t be a consultative salesperson if you don’t have knowledge of your market and your target audience. Always start with your buyer persona.
There’s no way to be an expert in something without having in-depth knowledge of what you sell.
Never stop consuming content about your market. When we share important information, we strengthen our personal brand.
Even if you don’t produce content such as texts or videos, you can consume and share with your customers news that can directly impact their business, their health, etc.
2 – Identifying the target audience
There can be 6 different personas for a single product. The more assertive your analysis and identification of the target audience, the easier your sales will be.
To illustrate how leading b2b reviews can and should be used, I will simulate a shoe sale. But the essence of what is being asked of the customer can be appropriate in any segment, including complex sales.
Target audience identification question
“Are you looking for a shoe for yourself or as a gift?”
This question will serve as a basis for knowing who will be the end user of the product. It will also help the customer choose the best model.
See how the same question looks when applied to other segments:
Software:
“Do you need a CRM to manage your sales team or do you need it to organize your customer portfolio yourself?”