The Consultative Sales Approach
The consultative sales approach has allowed me and my team to close down tens of thousands of sales with a variety of products and services. The reason it works so well is you work in cooperation with the natural thinking process of your prospect. Not against it. You’re their friend and ally and they end up thanking you for the sale.
Important Terms:
–Cognition = I have a problem I want to solve
–Divergent = Seeking a variety of solutions to the problem
–Convergent = come to a solution
You’re there to assist them into the best possible solutions.
Why use it for network marketing especially?
This works great for network marketing, especially if you utilize a bigger business model which is to provide a variety of products and services that you have personally selected to meet the needs of your audience.
How’d I learn it?
I went through an extensive certification program teaching this methodology. It was results based. I reached the results and got certified.
What should people change from what they’re currently doing?
You’re not there to pitch your deal. You’re there to consult with them.
Come along side them in the natural thinking process and find the best way to position your product as their best solution. You uncover this by asking questions and letting them tell you.
Hello Ann, I am a recent graduate in mechanical engineering and have decided I want to start my career doing technical sales or sales engineering. I don’t have a lot of sales experience but I do know its what I want to do, so I decided to start researching sales technique and skills. After reading a ton of different methods and coming across all sorts of advice I found this video. I wanted to post on here and let you know that listening to your approach is refreshing. It is a honest and compassionate approach. I want to be able to genuinely help people by selling to them and hope I am able to master cosultative selling from the prospective you’ve shared here, early in my career. Are there any other books you would recommend to someone starting a career in this field?
Thanks,
Joel
Hi Joel, Thanks for your feedback and for sharing your interest in developing a new skill set. It’s an important. Yes, there is a book that I would recommend. It’s called “The New Conceptual Selling” by Robert Miller and Stephen Heiman. You can find it on Amazon through this link. http://www.amazon.com/The-Conceptual-Selling-Face-Face/dp/0446695181
This is how I was trained in consultative selling along with working with a coach that helped me implement it. His name is Curt Johnson and happens to be the head coach of my Daily Marketing Coach program. We go into greater depth on consultative selling inside our training program. If you’d like to learn more send him an email via curt@8020marketinginc.com. Part of being able to work consultative selling is having highly qualified leads to speak to. You can learn more about this in my free ebook called The Attraction Marketer’s Manifesto. You can access my book here. http://www.theattractionmarketersmanifesto.com. I’m sure you’ll find many applications to your engineering background. Thanks for stopping by my blog!