The consultative selling process is much more strategic, starting with market research and analysis . In short, it is possible to make the following division:
Prospecting and qualification
Researching and qualifying the needs of so-called prospects helps the sales team to customize the proposals to be made.
For a travel agency, for example, prospecting companies for business tourism can start with the destinations that prospects thailand telegram data most seek and the number of executives who travel regularly, for example.
After mapping these needs, the creation of a proposal for presentation becomes completely personalized.
Presentation and negotiation
These steps can be unified in certain types of business, and consist of presenting the proposal with the benefits and values , as well as negotiating it for final adjustments with the client.
Closing and after-sales
Closing the sale is also the beginning the list is long and varied of customer satisfaction monitoring, called after-sales .
If everything was offered according to the customer’s needs, it is mandatory to monitor whether their expectations are being met.
Tip: What is Sales Development or Pre-Sales?
What are the differences between consultative selling and the traditional selling model?
Some differences are visible between the two sales models, starting with the knowledge that the salesperson will demonstrate during china numbers the negotiation. In consultative selling, the salesperson must have extensive knowledge of the business and the customer’s reality, while in traditional selling, their knowledge is focused only on the product.
The time dedicated to negotiation is also greater in consultative selling, which requires greater preparation . In contrast, traditional selling requires offering more often to achieve a satisfactory sales volume.
Therefore, the consultative salesperson must be able to create results-oriented relationship strategies . In addition to being persistent, they must always think about profitable long-term relationships .
Much of the prospecting for consultative sales can be done with Content Marketing strategies on websites and social media. Is your company already generating leads through these channels? Do you want to count on the support of a Digital Marketing agency for this?