Consultative selling is a customer-focused approach in which the salesperson acts as a market researcher, rather than simply trying to close a deal. The goal of consultative sales is to understand the customer's needs, pain points, and decision-making process, and to offer solutions that specifically address those needs. This approach involves actively listening to the customer, asking questions, and gathering information about the customer's business and industry.
By taking a consultative approach, we can gather market research while also better diagnosing a clients's problems. We can then offer solutions that will have a greater impact on their business, resulting in more satisfied customers, a product with better market-fit and increased sales. Additionally, consultative sales allow the salesperson to build trust and establish a long-term relationship with the customer, leading to repeat business and referrals.
Asking the right questions.
There are many methods for selling with each its own benefits and drawbacks. Let's answer some questions you may have about why we chose to sell through consultation.
We believe sales is more than just pitching products or services and hoping that the deal closes. We see it as a dialogue and a way to build trust. This method allows us to analyze if the two companies are a fit, see how the market views your offerings, and diagnose a problem the client is facing while providing a perfect solution.
By using this method, it is not uncommon for us to find that many large deals could've been closed much sooner if only the right questions had been asked. Simple things like small tweaks to the contract or changes to the product based on potential client feedback show you are listening to their needs which builds trust and closes deals faster.
Plus, this market feedback can be used to create new products or services.
Every call, email, meeting, and conversation is documented in the CRM. On top of that, as we have more conversations, we standardize a set of questions so we can analyze the responses throughout outreach.
We also host a bi-weekly pipeline meeting with you to share customer feedback, objections we are hearing and projected revenue.
Yes! We are so confident in our service that if at any point you are unhappy with the results, you can cancel our service instantly.
We have found that it may take a little more time in the beginning but saves more time in the long run, especially for more complicated products or services. By diving in deeper at the beginning, we address any blockers or objections, understand their capabilities to use your service or product, and build trust with multiple stakeholders making the deal easier to close.
On average, two weeks. This time is used to familiarize ourselves with your product, set up sales enablement resources, and generate qualified leads. From there, we begin outreach!