In
consultative selling, the sale is made on the first appointment. This is not an outlandish statement. It is true and it can be done! Perhaps, you will not get the check in hand,
but you will be further down the road to “closing the deal” than most sales
people.
The definition for consultative
sales is a process by which the sales person establishes a relationship with
the prospective client and uncovers her goals, needs, issues and challenges first
before offering a sales solution. Most
companies that utilize the consultative sales process offer services instead of
products. Most use consultative selling
to sell an intangible service. With a
product, people can see it and touch it.
It is tangible. Unlike a service
that is intangible. However, it can be used to sell tangible products more
successfully.
By avoiding the impulse to
“pitch” a product or service to make the sale, you place the needs of the
prospect ahead the sales person. The
goal of consultative selling is to establish rapport, build high level of trust
and credibility and collect information that will be used to develop a winning customized
solution.
This results in the client realizing that the sales person is really interested in her and wants to solve her business problems. Consequently, the sales person is seen as a knowledgeable advisor and not just a salesman.
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