Is closing deals a problem for you? Are your customers not interested in what you are pitching to them? This is where the consultative selling technique, marketed by the sales experts forum, comes in. Instead of just being product peddlers, salespeople can act as consultants. This greatly increases sales and builds trust.
In this article, we’ll look at how sales strategy can be changed with the help of consultative selling, how to prepare your team, and what is the role of SPIN model in forming proper interrogatives.
What is Consultative Selling?
Consultative selling is where instead of talking about a product, the salesperson focuses on the pain points of his customer. Rather than selling a particular item, the salespeople offer solutions, acting as advisors, to assist customers in determining the optimal choice.
Key Differences: Product Selling Vs. Consultative Selling
Product Selling: Highlights product attributes and usefulness.
Consultative Selling: Focuses on the customer’s requirements and challenges.
A product seller will go on and on presenting his product. A consultative seller will have a conversation with the customer.
Why is Consultative Selling so Powerful?
While selling, those who are using consultative selling methods are forming strong bonds and trust with their customers. Here’s the reason behind it:
Customers tend to feel appreciated and heard.
Sales consider products and services in a business strategic context.
Higher conversion rates (up to 10X increase).
Greater opportunity for cross selling.
More referrals and repeat business.
As a business professional myself, I can assure you that focusing on relationships with clients fosters greater business opportunities compared to cold calling to make that one time sale.
What is Consultative Selling and How Does it Work?
As a consultant, your first step should never be a pitch- the sale comes last. When focusing on the consultative approach, you must ask powerful questions that will help you understand what the issue at hand is.
Think about it this way: a doctor and a salesperson.
For instance, when you step into a doctor’s office, the first thing they will not do is tell you to take that prescription over the counter.
Instead, they ask you to talk about all the symptoms you have along with relevant examination to get to the core of the problem.
Only after grasping the full scope of the issue is an appropriate medicine prescribed.
A skilled sales person will operate much the same. They ask questions, acknowledge the pain the customer is facing, and offer suitable remedies.
The SPIN Model – The Best Sales Approach of Them All
The SPIN model is one of the more well-known ways to come up with effective questions that will actually motivate them to buy your product.
S- The Situation Questions
Ask the customer basic questions that center around their current state.
Example: ”What equipment are you using?” , “How long have you been using it?”
P- The Problem Questions
Once you gather the information in the first stage, move on to more in depth questions.
Example: “Are you satisfied with your current equipment?” , “What issues are you facing with your existing setup?”
I- The Implication Questions
Once you have understood the problem, develop tailored questions that highlight the impact that the particular problem will have on their business.
“Is your productivity affected by downtime?” , “How much money do you lose due to machine failures?”
N- The Need Questions
Lastly, the questions you ask should assist the customer into understanding how the desired solution will add value to their business.
“Why do you think a quicker machine would help?”
“How would a more dependable system save you money?”
Through the SPIN model, salespeople are able to walk their clients through the buying process.
Benefits Of Consultative Selling
Customer Respect is Earned
Consultants are trusted more than aggressive salesmen.
Position Your Product Effectively
Instead of forcing the issue, you simply offer a straightforward solution.
Increase Conversions by 10X
Consistent business relationships stem from a trusted consultant.
Becoming a Reliable Source for Customers
Because you give them trusted advice, they will keep coming back.
Upselling & Cross Selling Made Easy
Once a good reputation is built, then you can sell any other item.
Golden Rule:
A customer who buys repeatedly is a good customer.
Prepare Your Team For Consultative Selling Proficiency
If your sales team is to succeed, consultative selling training is crucial. They need to learn how to:
Phrase questions in an open-ended manner.
Follow the SPIN model for controlling conversations.
Actively listen and appreciate customer pain.
Provide solutions for problems instead of trying to sell them a product.
Build long-term relationships, not just close quick deals.
Final Takeaways
Consultative selling focuses on understanding customer specific needs rather than the simple product features.
This technique enhances credibility, boosts conversion rates, and ultimately, drives up sales.
Having a good relationship with your clients leads to more referrals and repeat business.
If you would like to grow your sales by ten times, teach your team consultative selling right now. Knowing the questions is the first step, and then just sit back and see your profits increase.
