Consultative Selling – Close Like a Pro!
Without someone selling something, there is no business. Trying to sell something without training, concept or methodology can negatively impact relationships and sales success. Anyone who has ever been on the receiving end of an ill-prepared sales conversation can attest to that. Because of such uncomfortable encounters, entrepreneurs often struggle with selling their own products and services.
Firstly, let’s demystify a couple of things around sales. You can’t sell anything to anyone unless they are in the market of buying. This is a critical fact. When someone is in the market, you must have your sales game on ready to explore a good fit.
This 6-step process is taught to sales professionals and is often referred to as solution-based selling:
Step 1.) Research – Never go into a sales conversation unprepared. Always gather as much information as possible about the person or business you will be talking to.
Step 2.) Ask – Don’t assume you know what they want. Open-ended questions will get the person to volunteer information about their goals, plans, challenges, timelines, budget and authority level.
Step 3.) Listen – Practice active listening and focus on the responses. Be attentive to a prospects tone, pitch and level of enthusiasm. Always. Be. Listening.
Step 4.) Teach – Don’t teach about your product or service! They may or may not be part of the solution. Instead help to find ways to overcome the prospects challenges or help them build a plan for their goals.
Step 5.) Qualify – Not every prospect is the right customer for you. Identify if their needs, timeline and budget fit your offering. Assess their authority level and how they influence the purchase decision.
Step 6.) Close – If you have answered all of their questions well and you have carefully observed Step 5.) then don’t be afraid to ask for the business. It will feel like a very natural conclusion to the process.
Implement this process once you have tailored it to your offering, sales cycle and industry as well as your buyer’s persona. You will be astounded how much fun you’ll have when you take ‘sales’ out of the consultative selling approach. Remember, it is never about you. It is not about your product, your numbers or even your business. It is simply about the value that you bring to the challenges, goals and needs of others.
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You are not alone. Help will always be given to the one who asks!
