The whole idea of sales is being turned on it’s head, by focusing on a much more consultative approach that looks to help facilitate a good solution to clients' problems, rather than to focus on selling a product.
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“Revolutionising Sales: The Consultative Approach,” turns sales on its head and explores a paradigm shift in sales strategies. Rather than focusing solely on pushing products or services, we advocate for a more collaborative and problem-solving approach.
Why Consultative Sales?
- Empathy Over Sleaze: We recognize that the traditional sales process can be anxiety-inducing. The fear of rejection and the negative perception of sales reps often hinder successful interactions. However, by adopting a consultative mindset, we prioritize empathy, understanding, and trust.
- Expertise as Solution: Consider how doctors diagnose and treat patients. They don’t “sell” treatments; instead, they use their expertise to solve problems. Similarly, business experts should position themselves as problem-solvers, providing tailored solutions rather than pushing narrow products.
- Long-Term Success: While it may mean occasionally losing a sale, the consultative approach builds trust and fosters lasting relationships. Tricking clients into the wrong solution harms future sales, retention, and referrals.
The Facilitative Approach:
- Collaboration: We encourage collaboration between consultants and clients. By understanding clients’ challenges, we can offer customized solutions.
- Trusted Advisors: Consultants position themselves as trusted advisors, focusing on value delivery rather than closing deals.
- Deeper Trust: Building trust and respect ensures long-term success. Clients see consultants as partners in achieving their goals.
Overcoming Hurdles:
- Decision Makers: Consultants address the challenge of not reaching all decision-makers. Prospects often consult others (boards, spouses, bosses). Understanding the problem and quantifying the impact of change helps overcome this hurdle.
- Remembering Key Points: Unlike traditional sales pitches, where only 15% is retained, our approach ensures that essential information sticks. Clear communication about needs, costs, and ROI doubles conversion rates.
Data-Driven Relationships:
- Results Sharing: By focusing on relationships, expertise, and client outcomes, we encourage prospects to share results. This data informs long-term relationships and supports evidence-based decision-making.
To book a complimentary review of your sales messaging with Sir Ian Genius, founder of Ian Genius Ltd, a former academic and international coach book here: https://calendly.com/iangenius/your-perfect-introduction
About the company: Ian Genius helps turn your sales conversations from NOes to High-Ticket YESes in just 6 hours. Covering What to say, What info to use, What to ask and typically doubles client sales conversion. Find him on https://www.iangenius.co.uk Tel +447563 141242. To book a complimentary review of your sales messaging book here: https://calendly.com/iangenius/your-perfect-introduction
Contact Info:
Name: Sir Ian Genius
Email: Send Email
Organization: Ian Genius Ltd
Phone: +447710763566
Website: https://iangenius.co.uk
Video URL: https://youtu.be/Y_wmhbbC-9k
Release ID: 89134452
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