The Complete Guide to Closing More Deals Using Consultative Selling

The Complete Guide to Closing More Deals Using Consultative Selling
‍

Understanding the needs and objectives of the customer and providing advice and solutions that address those needs are the main components of consultative selling. It entails paying close attention to what the customer has to say, probing them with questions to learn more about their problems and business, and providing specialized solutions to meet their individual requirements.

‍

Financial services, consultancy, and business-to-business (B2B) sales are just a few of the areas that use consultative selling. It is frequently employed when marketing complicated goods or services that, in order to properly serve the needs and objectives of the client, demand a thorough comprehension of those objectives.

‍

A salesperson who works with a small business owner to understand the owner's goals and objectives might be an example of consultative selling. The salesperson would then suggest a customized suite of financial services (like accounting software, business loans, or insurance) that will help the owner achieve those goals. In order to better understand the owner's objectives and suggest the best solutions, the salesman may inquire about the company's future growth plans, financial standing, and any obstacles it may be encountering.

‍

7 Consultative Selling Strategies To Close Deals are:

‍

• Bring Insight: Leading with insight at the outset of engagements is one of the cornerstones of consultative selling. Don't just pick up the phone or Zoom and say, "Hey, I'd love to learn more about your business to see if we can help you," while speaking with a potential customer. It is of no use. Rather, adopt the mindset of a highly compensated consultant employed by McKinsey, Bain Consulting, or Boston Consulting Group. Their consumers benefit greatly from the insight these people provide. We need to contribute that understanding as well as our sales expertise. Make use of your industry overview, obtained by speaking with hundreds of prospects who are similar to you, to demonstrate your understanding of their environment. 

‍

• Disqualify: The most significant change from the conventional sales technique to a more consultative approach is the idea of dismissing prospects. In a traditional sales setting, salespeople attempt to convince as many individuals as possible of the qualities and advantages of their product. Consultative selling, on the other hand, focuses more on thinking like a doctor to see if there is actually a fit in the first place. Is it really worth carrying on the conversation? Disqualification is all about assessing if the person in front of you is a good fit for what you have to offer rather than beginning with the presumption that you will close every single individual you come into contact with. You need to ask the correct questions to get the truth about your prospect's reality in order to dismiss them effectively.

‍

• Did Deep: Even while a lot of salesmen question their prospects, they don't go far enough. They seem to be concentrating just on the top tip of the iceberg. The prospect doesn't see any benefit in these straightforward, elementary inquiries. The secret of consultative selling is to probe deeply with your queries. Based on what the prospect is saying, ask impromptu questions like, "Help me understand what prompts you to say that?" or "Why is that important to you?" You'll be able to understand your prospects better and have a higher chance of closing that deal if you go deeper.

‍

• Know their Drive: Knowing the reasons behind the prospect's desire to resolve the specific issue at hand is another essential component of consultative selling. In order for us to truly grasp what's at stake for them to overcome the difficulty, our inquiries must delve deeply enough. Why is it vital to solve this problem? Since it is untrue, we cannot just assume that every issue is vital for the prospect to resolve. Everybody in any firm is involved in triage. They are limited in the problems they can solve; they cannot solve all problems. To ascertain which difficulties your prospect is most likely to wish to tackle immediately, it is best to gauge their motivation for doing so. What makes this significant to them? What personal effects does this issue have on them? We have a better chance of closing the deal if we can better comprehend each prospect's motivations behind their business goal on a personal level.

‍

• Solve: When it comes to consultative selling, the majority of salespeople have been trained that they must present or pitch their product or service. When using a consultative sales strategy, all you need to do is show that you can address the problems that your prospects are facing. That is the core of consultative selling, nothing more. I refer to this stage as "solve." It's not about making a pretentious pitch or showcasing every PowerPoint slide to prove that your designs are superior to everyone else's. Just demonstrate your ability to address their issues. This entails first developing a thorough grasp of their issues and then making the necessary connections to show how your solution will enable them to achieve their goals.

‍

• Use Case Studies: Case studies are the best consultative selling tool to employ during the solve phase. When I advise salespeople to use a "case study presentation," what I really mean is to use a collection of anecdotes or examples to illustrate how you've previously resolved similar problems at any time throughout the sales conversation. Talking about the features and benefits of your offering is not nearly as effective as using case studies to demonstrate that you can address their problems. Tell tales and give instances from real life where you assisted someone in moving from point A to point B. There is nothing else you can offer a prospect that will be as persuasive as these case studies.

‍

• Focus on Next Step: Consultative selling is not a one-call, high-pressure sales process. Rather, it's important to focus calmly on the following actions. Nowadays, very few sectors still require a true one-call closing. It's likely that several encounters are necessary to complete the deal. Consider your next moves instead of trying to clinch the deal that is in front of you. Make sure to schedule specific appointments in the calendar for those following stages. Send a calendar invitation, and don't stop the call until the potential customer accepts. In this manner, you're securing the transaction with subsequent actions.

‍

Conclusion

Consultative selling is indeed a process that extends beyond a single interaction, and strategic planning is crucial for ongoing collaboration and success in a competitive business environment. Mastering consultative selling not only ensures you address your clients' unique challenges effectively but also positions you as a trusted partner, fostering long-term relationships.