Whether you have been in the sales game for a while or not, it is sometimes best to evaluate your plans. Especially, if your sales are starting to dwindle. Of course, that could mean that the economy is tanking, but that could also mean your sales tactic is also not working as it should. This is where consultative selling will come into play.
What is Consultative Selling?
Consultative selling is a sales tactic in which you prioritize a relationship with your consumer and acitvely listen to his or her problems and sell them on a prouct or service that will fit their needs. This will not only allow you to gain a sale, but this will allow you to gain a lifelong customer.
A problem that people see is that they try to sell a product to just about anyone without listening to the consumers concerns or issues. When you take the time to listen to the consumer you find out exactly what they need and selling the product becomes so much easier because it is the answer to their problem.
Should I Implement Consultative Selling in my Business?
If you are seeing your sales tanking and your regular customers are not coming anymore, it is vital to implement this sales tactic. This will help you cultivate many great relationships with your consumers but also sell tons more products without the added effort. When comsumers feel like they are being heard they are more likely to recommend you to their family and friends, purchase more products, and become repeat customers.
While this can take a lot to get use to it will save your business and numbers within a short amount of time. Every sales person should listen to compehrend not listen to respond. Try it out for a few days and you will see how much easier it is to sell products to your consumers.