When people hear the word “sales” they often think of the slogan “Always be selling.” That thought is usually followed by a mental image nothing short of a used car salesman that looks “a little shady.”
People don’t often have a positive experience with sales, however, when you have a great service, and can make a true difference in someone’s life. With consultative selling that dreaded “sales call” transforms from a daunting sales pitch into a true, valuable consultation. The value of a consultation with an expert over a pitch with a salesman rings even more true during tough times. Your potential clients are looking for an easy process and guidance to help solve the current problem they are facing.
Here Are 3 Tips You Can Use To Turn Selling Into A Consultation
Get a true understanding of your client
- Too many times I see people start a conversation by rolling right into talking about their service/solution. This tends to happen because you are so passionate about what you do (which isn’t a bad thing!). It takes some time to learn exactly what your client needs/wants. You’ll find that spending 5-10 minutes listening and asking questions will guide you right to the answer your client is looking for.
Set expectations
- In the sales process, don’t be afraid to explain to your client what your goal of the meeting is. It could be as simple as “after today’s call we will have an understanding of what we offer as a service and what your business does” This will help us realize if we are a good mutual fit. You’ll find that clients respect your time when setting expectations from the beginning.
Ask the tough questions
- Never leave the door open at the end of your conversation with a client. Instead, ask what they would like to do next. This can be uncomfortable, but the only way you will be able to help is by allowing your client to explain what they would like their next steps to be.
By the end of your consulting call, your client should feel as though you’ve provided a ton of value (even if they don’t decide to do business with you right now.) Most of the time, when they are ready to make a purchasing decision, they will think of you right away based on the amazing consultative approach you took!
