{"id":6128,"date":"2015-06-12T13:31:00","date_gmt":"2015-06-12T13:31:00","guid":{"rendered":"https:\/\/websitedemonow.com\/profitpro\/6-steps-to-increase-your-sales-through-the-consultative-sales-process\/"},"modified":"2022-06-08T12:45:33","modified_gmt":"2022-06-08T12:45:33","slug":"6-steps-to-increase-your-sales-through-the-consultative-sales-process","status":"publish","type":"post","link":"https:\/\/websitedemonow.com\/profitpro\/6-steps-to-increase-your-sales-through-the-consultative-sales-process\/","title":{"rendered":"6 Steps to Increase Your Sales through the Consultative Sales Process"},"content":{"rendered":"
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It\u2019s not what you sell, it\u2019s how you sell<\/b><\/h2>\n

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\nThe #1 way to increase price and therefore profit is to sell on differentiation. Differentiation is accomplished by offering the customers valuable unique perspectives over and above the commodity.<\/strong> Using insight to reduce risks, reducing expenses, or increasing their sales if it\u2019s a business customer; gives customers the perception that you are more valuable.<\/p>\n

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The way to change a perception is to tell them something they didn\u2019t think of. Tell them why it\u2019s so important to customize the solution for them. In order to do this, the salesperson must ask the right questions \u2013 the questions are not restricted to just cost savings but also better design, improving customer satisfaction, reducing risk, having a total better solution. The customer must feel a sense of gratification over and above receiving the commodity.<\/strong><\/p>\n

In order to do this, the salesperson must take control over the discussion on pricing and total scope of a solution more generally. It\u2019s the salesperson\u2019s responsibility to overcome indecision that causes sales to stall indefinitely. The salesperson\u2019s power is in being the expert, the teacher, and the innovator that can reframe how the customer sees things.<\/span><\/strong> It\u2019s important to do this with scope and process control, along with empathy and a friendly tone. The key components of negotiation include; acknowledge and defer scope and outcome, Google and compare<\/strong><\/span>, concede according to plan if needed.<\/p>\n

So how do you, the salesperson, put this together? If a customer objects to the price, say \u201cI understand that price needs to be reviewed but before we do I\u2019d like to take a moment to make sure I understand exactly what you need in detail so we\u2019re sure we are getting you everything you need to give you the truly best deal. Is that okay? Many times when you do this, there will be tension. Scope and outcome is simply going back through the needs analysis and the expected final result. The idea is to uncover additional needs uncovered during the conversation.<\/p>\n

Google and compare means to evaluate additional needs by expanding the customer\u2019s view of what\u2019s really important.<\/strong><\/span> What else besides price matters? Maybe it is installation, shipping, timing, warranty, or service \u2013 get everything on the table. It may be as simple as getting the customer to restate what they want. By using trade-offs, price discount requests can either be eliminated or reduced. The idea is to build trust, and conceding on some points may be required. This negotiating strategy requires the customer qualification, needs analysis and discovery processes. The idea is to make the customer feel like they got the best deal.<\/p>\n

According to research conducted by the Corporate Executive Board, coaching can increase performance of the individual by 19%. Great coaching doesn\u2019t focus as much on the end result as it does on the behavior.<\/p>\n

The Key Behavior Process<\/b><\/h2>\n

Step 1 \u2013 Discover objections that stall or lose you the sale.<\/b><\/p>\n

Step 2 \u2013 Gather data about what is working and what\u2019s not working.<\/b><\/p>\n

Step 3 \u2013 Process map how to resolve customer pain points.<\/b><\/p>\n

Step 4 \u2013 Create new methods to change the customer\u2019s perception of our offer.<\/b><\/p>\n

Step 5 \u2013 Agree with the customer on the final outcome.<\/b><\/p>\n

Step 6 \u2013 Explore new sales solutions and special offers.<\/b><\/p>\n