The consultative sales approach reflects the truth of the statement, “People don’t like to be sold but they love to buy. This infers the fact that the customers do not like a sale pushed on them. This is where Consultative selling becomes vital.
What is Consultative Selling?
It is a method of selling, often termed as solution-based selling which focuses on the customer’s need. Firstly, the salesperson discovers the requisites of the customers through research and preparation, which involves focusing and drilling down into customers’ requirements. Thus, effective communication is a fundamental point in the consultative sales methodology, and it can make a huge difference in meeting your sales goals.
According to the Gallup report, less than half of the customers believe sellers address their problems inadequately. This is possibly due to the gap between the needs of the customer and the solutions provided by the seller. To tackle such issues, consultative approach, which equips the sellers to uncover customer needs faster, would be ideal. In this sales strategy usually, salespeople act more like advisors than a salesperson and recommend suitable solutions to potential customers.
About Strategies For Consultative Selling
Here are some strategies for the consultative sales process to help you act as a trusted advisor and problem solver for your potential customers:-
Understanding your potential consultative sales customer
For Consultative selling, it is important to understand your potential customer. This can be considered as a research stage to recognize their problems, background, and their overall outlook.
To attain such information, you may start on a macro level by visiting LinkedIn pages to determine:-
- Company size
- Their product or service
- Their audience
- Specific features
At the beginning of the conversations, you must ask questions about the things you may not have clarity on, it can be anything such as budget, plan, etc. At any point, there is a realization that the customer is not apt for your business, you need to politely back off. Since going further would simply be a waste of time.
Try to listen to your potential customer’s need
Listening to the customer actively would enable you to comprehend their requirements better. One of the best ways to do this is to apply the 80/20 Rule of Communication, which means spending 80% of your time listening and only 20% of your time speaking. By actively listening to the customer, you can cater to their needs more effectively.
After you have understood the prerequisites of the customer, find out ways to naturally get into a friendly conversation and analyze whether your product or service aligns with their necessities. Do not ever pressurize them. However, you can mention that investing in your company would be profitable. Always remember the tone should be persuasive.
Educate your potential customer
It is also important to teach your prospective customer ways to make an educated decision. You may provide them with examples of your experience, a plan for tackling the challenge. This type of information can be shared through webinars, videos, and reports. Though, it is possible that the customer might have already done their research. Therefore, you need to emphasize on educating them how to use the significant knowledge properly.
The consultative sales approach can certainly shorten the sales cycle if used correctly. To rightfully utilize this approach, give your customers a privilege to call for free with a toll-free number. It is the best solution for companies to gain customers and traffic to a company’s website, widely used by Contact Centre Solution Services.
As per a report, 80% of the visitors end up calling a particular company when they see the toll-free number on the website. Thus, Toll-free with IVR can provide uninterrupted and automated customer service.