Tag: consultative sales

The Gist:

• Most buyer’s journey models focus on how much a buyer might do on their own, without a salesperson’s help.
• Simply researching something doesn’t give you the knowledge and experience of having helped others successfully complete…

The Gist:

• Salespeople generally should sell value instead of product or price.
• The legacy approaches to sales start conversations in a way that commoditizes the salesperson.
• Your best chance to differentiate your value begins and ends…

The Gist:

• Buyers often make mistakes in their buying process, leading to poor decisions and even poorer results.
• Your role as a consultative salesperson is to provide clients advice on how to buy, not just what to buy.
• Recognizing and…

The Gist:

• Triangulation means taking an advantageous position on the plane where you find all your competition.
• By triangulating, would-be consultative salesperson can share their perspective more effectively.
• Occupying a higher…

The Gist:

• Sometimes helping your client requires that they change their conditions, especially when the problem cannot be solved by changing solutions or partners.
• Being consultative requires telling the truth about change, even when it…

The Gist:

• The type of recommendations you make indicates the value you create for your clients and your ability to differentiate and create a preference.
• Because most salespeople sell at the same level, the value at that level has been…

The Gist:

• A modern approach to B2B sales often starts with “why change” instead of “why us,” postponing the proof-providing instead of using it to open a sales call.
• Moving the “why us” conversation later is an improvement, but it’s…

The Gist:

• You have to trade value in excess of the time your prospective client provides you.
• In every stage of the sales conversation, you must create value for the contacts with whom you are engaged.
• The lens through which you view…

The Gist:

• It can be difficult to change your client’s mind, especially if you try a very direct approach.
• Being consultative requires that you help your clients change their minds—and their decisions.
• Insight-based selling approaches…

The Gist:

• Whether or not you are consultative is measured by the value you create in the sales conversation.
• Eliminating anything external to your business acumen, your situational knowledge, and your insights gives you a realistic gauge…