The power of consultative selling is that you differentiate your company, yourself, and ultimately your product or service by virtue of the questions you ask, not the technical features and details.When you talk features, you sound like every one of your competitors. Sure, you may think you have some small edge, but it's not nearly as important to your prospect, particularly the "man behind the curtain" who decides if they're going to spend money.
Yes, you need to reassure your technical buyers who appropriately obsess over technical details, but that's not selling. That's simply providing technical insight with some degree of tacit knowledge incorporated.
Asking challenging business questions that help buyers discover their true compelling reasons to buy is the goal of consultative sales. It's real sales skill. It takes candidates with courage to ask hard questions, intelligence, creativity, business acumen, a strong sales process and methodology, great consistent coaching, and relentless role play.
In this video, we explore how to establish credibility and become the go-to expert in your industry. By asking the right questions and truly understanding your client's needs, you'll set your company apart from the competition. Learn to build trust and deliver real value!
To learn more check out @keenan. 's great examples in his "Live Sales Pitches" series
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