This lack of trust leads to low buying confidence. A study by Gartner found customers are increasingly becoming skeptical of the information reps give them. The alarming reality is, B2B customers are becoming disengaged with their companies. Therefore, using a sales process that values a trustworthy relationship with your clients above making quick sales makes logical sense. It can’t be expressed enough: sales is about building relationships. Not to mention reducing customer churn in the long run. It helps reps qualify prospects faster while tailoring a product solution to match their specific needs. If you take a step back, though, consultative selling makes sense. So, the approach was lost in a sea of pushy sales tactics. Reps struggled to see the value of putting in the effort to build meaningful relationships with customers. However, consultative selling was considered to be a long, drawn-out process, rather than a way to build strategic relationships. It was first floated as a sales technique during the 1970s in Mack Hanan’s book “ Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels” and slowly gained traction in the sales industry. This builds a trusting customer relationship that helps you close deals and win repeat customers, even if it might take a little longer than getting right to the point.īut how long has the consultative selling approach to sales been around? Longer than you might think.
Consultative selling is defined as putting your relationship with your customer first, worrying about selling them your product afterward.Īt its core, consultative selling means focusing on your customer, their needs and their biggest pain points before you even think about offering up a product or service as a solution.
0 kommentar(er)
