Results Driven

People, Business Strategy: Sales and Negotiation Training

Consultative Selling

Consultative Selling: Are your customers like onions?

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One of the things that I find most confusing in sales is that we sometimes take it too lightly.

This phenomenon often occurs when salespeople already have a lot of experience and go into what we call “Autopilot.”

This phenomenon appears when salespeople start to feel comfortable with selling. The steps that they used to do are now ignored. This happens because they assume they already know everything there is to know and will not find anything new.

This kind of attitude is the beginning of a transformation of a good salesperson that until now excelled, into an average salesperson who doesn’t leave his or her comfort zone.

When we work with commercial teams in the field, we try to verify their commercial process with two objectives.

The first is … [ Read the rest » ] “Consultative Selling: Are your customers like onions?”

Consultative Selling: Anatomy of a Complex Sales Process?

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Consultative selling is perhaps one of the most exciting and least explored topics in the sale.

Nowadays, selling is more and more complex.

So far, nothing new, I’m sure you’re thinking.

What used to be 2 or 3 phone calls and a meeting, today it takes months and months to reach a final decision.

It is reasonable to say, “the process is stopped,” “there is no way to decide,” and so on.

One of the main mistakes we find when working with the teams in the Training and Commercial Coaching processes, where we have the opportunity to analyze their process thoroughly, and commercial method is related to the lack of strategy.

It is common for us to keep looking at a complicated sale in the same way as a simple … [ Read the rest » ] “Consultative Selling: Anatomy of a Complex Sales Process?”

Consultative Selling: Can you sell to an expert?

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Today I would like to focus on a topic that is usually ignored by most sellers.

With the advent of the Internet, more and more customers have information literally at their fingertips.

In the past, as the information was not available, customers were forced to request meetings with salespeople, often with no other focus than to get free training on the solutions.

Nowadays, as most of the information is available on the Internet, most clients don’t give a damn about the meetings and only call us when they need to ask for a proposal or clarify something a little more complicated.

If we place ourselves on the customer’s side, this even makes a certain sense, as it makes the process more effective and less permeable to the influence that the … [ Read the rest » ] “Consultative Selling: Can you sell to an expert?”