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The Consultative Sales Model… How To Create A Strong Posture, With Proper Positioning.
Much of this is due to the false belief that because this is a “Consultative Sales Model” that we need to give away the whole store, or worst, give away all of our specialized knowledge for free with the end result of no sale. Then having the prospect take what was learned to run of to another competitor. Often one who is cheaper, or is not as reputable and ethical. Specialized knowledge that is hard earned over many years, in the school of hard knocks, and in the field, and from our real world experiences. As such many sales professional fall into the trap of “pro Bono” and “free consulting” to prospects who are clearly just milking the system, wanting free information with no intent to buy, and in many cases no ability to buy. I.e. they have no money or they don’t have it in this year’s budget. With our responsibility to assist and educate the prospects, comes our responsibility to also guard ourselves. Meaning that we must qualify the prospect along each step of the sales process, when using the Consultative Sales Model. The sales process is a two way street. One in which both sides needs must be met. If one side is taken advantage then a long term client relationship is most likely to fail. Resentment will force the relationship to a full stop. Many times this will sabotage the sale and any chance of future sales. Our time and resources are especially stretched in today’s harsh economic environment. However our services are even more sought after in this same environment. Especially for top flight talent that has the wisdom and knowledge to guide our prospects and clients through these harsh recessionary times. One of the tools that I use in Consultative Sales Model is to create and use an agenda. I then communicate this agenda to my prospect so they know what to expect and also know what is expected of them. The second tool I use is to clearly define and set up what my qualification process and standards will be. The clearer I am on what all the qualifications to do business with me are, easier it is to clearly identify whether or not my prospect meets them. Using both of these tools in Consultative Sales Model will drastically improve your posture and positioning with your prospects and clients. Remember… They are begging to be lead, begging to be educated, and most of all they want to buy and not be sold to. Use these techniques to clearly separate you from the rest of the pack. This will differentiate you from all the other players in the field. Article Directory: http://www.articledashboard.com Samy Elashmawy specializes in creating the unfair advantage using non traditional, out side the box sales and marketing techniques. For Consultative Sales Training and your free training kit go to www.theconsultativesellingsystem.com/ Call me at 201-467-4929 and yes I answer my own phone. |
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