Amy is a leader in modern sales strategy. She helps mid-market organizations to grow sales through sales strategy advisory skills development programs. Her book “The Modern Seller” is an Amazon bestseller, plus LinkedIn also recognizes her as a top sales voice. In today’s expert insight interview, Amy and John discuss “How to improve your consultative selling skills.”
This Expert Insight Interview Discusses:
- What are the various consultative sales skills?
- Approach to Consultative Selling
- The Influence of the Pandemic on Consultative Selling
Consultative Sales Approach
Many firms are changing their ways of working and participating as a result of the global pandemic. Naturally, with sales being such an important element of business, how the sales process is carried out has developed. When the majority of the globe met online, and eye contact became non-existent in these situations, that was just the beginning of how our activities throughout the sales process evolved from previously.
Developing agility necessitates a consultative approach. This is because a consultative approach, by definition, seeks the most current interpretation of the customer’s demands. Effective sales professionals align their approach to this principle by incorporating agility into their selling strategy.
Consultative Selling vs. Transactional Selling
Transactional selling is a style of selling in which the sales representative first contacts the consumer and then employs negotiating methods to sell the product or service. Transaction sales are often one-time sales with a strong emphasis on pricing. Prospecting, conducting sales meetings, and so on may be time-consuming.
Consultative selling, as opposed to transactional selling, concentrates on the blog post. Consultative selling is a sales approach with a long sales cycle that focuses on improving the lives of clients by resolving their pain points.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.