Consultative selling - How to get the info you need from your clients - Sales Skills free course
Consulting or Analyzing the needs of our prospects is about asking questions. The answers to these questions will help us discover ways to help our prospects in the future. In this video, I will share a 3 step questioning process to get the information you need to sell to them. By using the questioning tree, we will be able to navigate and investigate what our prospects and clients really need.
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What Is Consultative Selling?
Consultative selling is a sales approach that prioritizes relationships and open dialogue to identify and provide solutions to a customer’s needs. It is hyper-focused on the customer, rather than the product being sold. This technique helps sales professionals better understand the challenges faced by customers so they can position their solutions more compellingly and effectively.
Understanding Customer Needs Using a Consultative Selling Approach
One of the core tenants of consultative selling is: To be truly consultative, a sales professional must use authentic curiosity to deeply understand customer needs.
Some examples of consultative-style questions that demonstrate genuine curiosity are:
What do you want to achieve?
What are you currently doing?
What’s working well?
To ensure that we are future-focused in our recommendations, what are your plans going forward that we should be aware of?
The answers to these questions give the salesperson insight into the true nature of the customer’s challenge. Adhering to the consultative selling process improves the sales professional’s ability to resolve objections and position relevant solutions to advance the sale.
Description of the course:
This course has been designed as a how-to guide and a simple step-by-step process to follow to achieve the sales results you want. It has been built upon over 15 years of commercial sales, management, and training experience using proven techniques in the areas of sales, communication, and emotional intelligence.
By the end of this course, you will be able to close more deals, no matter what you are selling (services or products) and to whom you are selling (B2B or B2C). Because you will learn simple and efficient techniques on how to convince your client to buy from you. You will be able to present your products or services in a more professional, confident, and impacting way because you will be able to build value in the eyes of your customers. And finally, you will learn techniques on how to close deals without needing to constantly discount your prices.
Now, if you want to sell more and hit your sales targets, this course has been designed for you. If you are a business owner or a manager and you want to help your team to achieve more, this is the course for you. Whether you have never sold anything before, or whether you are an experienced sales professional wanting to learn new techniques or upgrade your selling skills, this is the course for you.
Even though lectures are delivered through videos, it is an interactive course where you will be asked to adapt concepts and techniques through a series of activities to make them even more relevant to your current situation.
This course is available in 12 different languages (subtitles): English, French, German, Hindi, Indonesian, Italian, Japanese, Polish, Portuguese, Russian, Spanish, and Turkish.
There is only one thing left for you to do, click the enroll button and I’ll see you soon.
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