Because it focuses on a partnership approach that benefits and provides long-term rewards for both parties, consultative selling is extremely effective in creating long-term, trusted relationships. Selling savvy focuses on creating value and building relationships and trust before discussing solutions.
Know about your customers, develop deep relationships, and customize your solutions to your customer’s needs. Some people call the consultative sales process “solution selling”. Realize the importance of proving yourself as a solution consultant, not just a technical sales rep. Build a consultative relationship, and focus on tailoring the pitch to their needs rather than doing a one-size-fits-all pitch.
Can you explain to the client what conversations will be necessary, what steps they should take and in which order, and guide them through the different commitments they will need to make to produce the best outcome? Would your ability to map the process be good enough that your contacts would have to pay you to reveal your plan to them? Would your contacts feel more confident about allowing you to make the decision for them, or would they believe they could make an equally good decision without your help?
Start off the consultative sales approach by asking questions regarding your prospect’s current situation — in regards to their pain points. Then ask the prospect problem questions and see if they have an unmet need, also ask new questions based on the implication of not solving their problem.
Strategic salespeople must be able to think long-term, learn quickly, and update their knowledge in order to stay ahead of the curve in their market. This type of sale requires establishing oneself as an expert. If you are an expert, you should understand why customers buy and more importantly why they should buy from you.
The concept behind selling savvy is simple: by serving as a helping hand and advisor to your customers, they’ll be more inclined to trust you and what you’re selling. Rather than try to “push” your product on customers, your conversations will naturally lead them to the conclusion that they need to make a purchase.