When Clients Want to Go Right to the Solution
We all know that questioning is essential to the consultative sales process. Without understanding the client’s situation, it’s very difficult to help problem solve or... Read More
The Secret to Establishing Next Steps
Closing is important. That’s the ultimate objective of the sales process, of course. But we rarely close during our calls – instead, we get next... Read More
The Power of the Parallel Situation
As sales professionals, we can never have enough tools in our arsenal for dealing with client concerns. One of our favorites is the “parallel situation,”... Read More
What to Do When a Prospect’s Boss Says No
A classic objection that many salespeople hear from clients is “…it’s my boss, not me.” While this can be discouraging, you just have to treat... Read More
CONSULTATIVE SELLING: WHAT ABOUT 360 DEGREE FEEDBACK?
Last week’s blog (scroll below) examined feedback— and suggested that the consultative salesperson use it “bi-directionally.” Whenever appropriate, voluntarily play back to the client our... Read More
CONSULTATIVE SELLING: MAKING FEEDBACK WORK
Generally, it’s fair to suggest that all business feedback is beneficial, in that it lets one party know what the other party is thinking— whether... Read More
CONSULTATIVE SELLING: WHEN THE CLIENT’S “YES” IS AN “INTERIM CLOSE”
Our February 5 blog, “Closing the Sale,” examined techniques for taking that last big step which secures the client’s commitment to accepting our recommendation. This... Read More
CONSULTATIVE SELLING: “HEADLINING”
Business professionals who participate in idea-generation (“brainstorming”) meetings are often asked to use a communication technique called, “headlining.” Quite simply, it means stating our idea... Read More
CONSULTATIVE SELLING: SEEKING CONFIRMATION
An unfortunate reality of all client/salesperson conversations is that opportunities for major misunderstanding arise often. If we’re lucky, we’ll recognize our confusion and ask for... Read More
CONSULTATIVE SELLING: THE PROS & CONS OF BEING AN “EXPERT”
Clearly, the term “consultative selling” involves and requires genuinely collaborative, client needs-oriented attitudes and behaviors in all our business dealings. Even so, there are times... Read More