4 Steps to Consultative Selling Success, how to incorporate solution selling into your sales process.

Step 1. Know everything about your product.
Step 2. Have a clear roadmap of your sales process
Step 3. Ask questions to uncover problems
Step 4. Sell solutions – not products

Hey everyone, it’s Tom Abbott here. Founder of Soco Sales Training and author of The SOHO Solution: 21 Selling Strategies for Growing Your Small Business and I want to share with you guys a tip on consultative selling. This is a term that we hear a lot and I just wanted to share with you, well, what exactly is consultative selling and how can you do it? I’m going to share with you some do’s and don’ts around consultative selling. Let’s get started.

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You need to know everything about your products and services. Man, you need to be a product expert — we got lots of videos on this topic. You need to be a product expert. You need to know everything about your product. However, you don’t have to share everything about your product with your customer. Don’t overwhelm them with information, right? They don’t need to know everything about your products and services. But if they have a question for you, you need to know.

Number two, have a clear roadmap of your sales process. So you need to know like what are my timelines? What are my sales targets? How close to attaining target am I? What are my standard operating procedures? How do things work in my organization? You need to be clear about your roadmap.

You also need to ask questions and uncover problems. That’s what makes you a consultant, right? Ask questions, uncover problems. That’s how you could find out what are the biggest challenges that your customer has?

Finally, while most people are selling products and services — not you — as a consultative sales professional, you’re selling solutions. You’re not selling a package, you’re not selling a promotion, you’re not selling a product, or a service, or a feature, or a benefit, you’re selling a solution to their problem.

So just a quick recap, the keys to consultative selling. Number one, you need to know everything about your products and services. You need to be product experts. Number two, have a clear roadmap for the sales process. That’s what makes you a sales professional. Step three, ask lots of questions to uncover problems. Step four, sell solutions, not products.

Well, I hope you found this tip useful and I’d love to hear from you. I mean what’s your experience in consultative selling? Does it work? Does it not work? What should sales people be focusing on? How do they position themselves as consultants or experts? Or are they just sales people like a lot of people just imagine? I want to hear from you. What are the keys to success in consultative selling?

Well, that’s it for me. Tom Abbott here, founder of SOCO Sales Training and author of The SOHO Solution. I’ll talk to you next time.

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Author Profile

Tom Abbott
Tom Abbott is the author of 'The SOHO Solution' and 'Social Selling' and the creator of the online sales training platform SOCO Academy. Sales leaders engage Tom for his proven solutions to building high performance sales teams that exceed targets and for motivational keynotes that energise their audiences.

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