Tag: consultative sales
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… Continue Reading
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… Continue Reading
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… Continue Reading
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… Continue Reading
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… Continue Reading
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… Continue Reading
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… Continue Reading
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… Continue Reading
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… Continue Reading
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… Continue Reading