| Consultative sales strategies focus on connecting, | | | | Consultative Sales Is About Decision-Making |
| nurturing, and supporting relationships. But it's not | | | | But true consultative sales is about helping |
| all about building relationships. Top consultative | | | | prospects make decisions...and many of those |
| salespeople are skilled...otherwise they would make | | | | decisions are not necessarily related to what the |
| a lot of friends but not a lot of sales. | | | | salesperson is selling. For instance, suppose a |
| What Consultative Sales Is and Is Not | | | | home buyer is feeling uncertain about his job. He |
| - Consultative sales is not just about building | | | | may not want to talk about that with the |
| rapport by finding things in common...it is about | | | | salesperson, or he may not even be thinking |
| building rapport by asking valuable questions that | | | | about it consciously. But it affects his decision |
| help prospects make decisions. | | | | about whether to hire a real estate agent or not. |
| - It is not just about asking information-gathering | | | | A traditional salesperson focused only on setting |
| questions...it is about asking customer-focused | | | | up an opportunity to present won't find this issue |
| questions, many of which use a counselling | | | | and may go away disappointed and frustrated |
| format. | | | | that he couldn't convert this lead. |
| - It is not only about asking a lot of questions...it is | | | | Six Consultative Sales Skills |
| about helping prospects follow a decision path that | | | | There are six consultative sales skills that can be |
| helps them process their many thoughts, | | | | learned in order to master selling without pressure: |
| considerations, decisions, and information. | | | | 1. Asking counseling questions |
| - It's not about finding clever ways to address | | | | 2. Helping prospects address their own objections |
| objections...it is about understanding that | | | | 3. Using a decision protocol |
| objections are often caused by the salesperson | | | | 4. Embracing the hourglass approach |
| pitching something the prospect doesn't want or | | | | 5. Chaining questions |
| presenting before the prospect is ready for it. | | | | 6. Gaining permission to close |
| Often when I ask salespeople if they sell | | | | These proven strategies help real estate agents |
| consultatively, they say yes. When I ask them | | | | move away from the pushy aggressive approach |
| what consultative selling is, they will tell me it's | | | | that often alienates customers. Yet they give |
| about building rapport and relationship. And that's | | | | salespeople great control, allowing them to be |
| true. But when I hear them selling, their focus will | | | | dramatically effective while being respectful and |
| be on asking questions solely for the purpose of | | | | relaxed. |
| setting up an opportunity for them to present. | | | | |