Sales best practices for improving sales win rates, shortening the sales cycle and increasing overall quota attainment. Sales strategies to make revenue growth repeatable, and scalable
With consultative selling the customer's needs are the focal point of the conversation, not the salesperson’s personal goal or agenda or his or her service offerings or their candidate. With consultative selling the goal is to understand the customer's goals including the problems they're trying to solve and the goals they’re trying to achieve and then co-creating a solution. When this becomes the sales reps mindset salespeople begin to effective probing questions which reveal the customers current state and desired future state and the challenges they help resolving.
Over the past 20+ years there has been a rapid shift from selling features and benefits to that of a consultative sales approach. The biggest driver for this change has come directly from B2B buyers themselves. Research tells us that buyers no longer want to engage salespeople the way they have in the past. Instead they expect their time spent with a salesperson to be valuable in which sellers ask thought provoking questions and challenge their assumptions and thinking.
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