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Sales Techniques: Not for the sales consultant.Sales Techniques should not be favored over a consultative sales approach when selling complex products.Sales techniques basically try to convince the customer that you have what he wants. This works well when the salesperson is selling standardized items. On the other hand, in the consultative sales process, the salesperson listens carefully to understand what the customer wants, then works alongside the customer, in a process, to find and to deliver the best possible options.
Sales techniques and sales closing techniques, in my opinion, are not as useful as a consultant for closing sales.
The successful sales consultant is a partner.But what does it take to be a good sales consultant?In practice, a good sales consultant will have enough background be able to perceive some unspoken customer expectations. He will help to put together comprehensive solutions that meet the customer's expectations, and help make those solutions a reality. Personally, the sales person is someone who works with a customer, which means giving up on sales closing techniques. It means working from a position of sharing of information, and having the resources and talent to deliver solutions. It means that you will add value. How do you get rid of old stale sales techniques? Work to build your involvement in your field and in your customers. 
What trade magazines do you read?
How involved are you in your organization and its capabilities in all levels?
What conferences or trade shows did you attend recently?
Sure, a good salesperson should have a strong drive for closing sales. But the successful consultant will be a partner who provides the customer with greater value during the sales process. |
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Questions or comments? Please Contact Me. Copyright © 1999 - 2007 Robert Winton all rights reserved. | |||