Instead of telling prospects what they need, the agent asks them questions to get them to reflect and identify pain points in their organization (known or unknown needs).
Through this consultative approach, prospects end up directing their attention to the person who has best listened to them and who also knows how to solve their problems (because they have been responding in favor of the resolution).
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Differences between B2B consultative selling and transactional selling?
Your role in sales is to be empathetic and gambling data turkey helpful , providing prospects with the information they need to make an informed purchasing decision.
Unlike transactional selling, where you focus solely on achieving sales objectives, in B2B consultative selling you pursue the same goal but helping your contacts in the process . This makes all the difference.
Consultative Selling
When you have a consultative sales approach you measure success by the impact you have on customers and the results they are achieving with your help .
You focus your message on "the win" and not on the product features. The prospect is not just a number and your relationship grows and consolidates until you become his trusted advisor .
Not surprisingly, this is exactly what your professional and enterprise buyers want, especially when they are purchasing complex, expensive, and unfamiliar solutions.
Benefits of B2B consultative selling
Your benefits, if you choose it as a sales tactic in your company, and depending on your skills and use of technological tools, are:
Increased income. You generate more trust and it helps you close the deal.
Shorter sales cycles. The portfolio already trusts you.
Competitive advantage over your competitors. Some just sell, others help.
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4 steps to master B2B consultative selling.
Now that you know what B2B consultative selling is and what benefits it brings you, it's time to learn the 4 steps that make you a consultative seller:
Step 1 - Introduce yourself as a trustworthy person :
Your image as a seller must become the image of an expert , someone who knows firsthand and has a lot of experience in the subject matter at hand.
Someone whose words and actions are backed up by evidence .
For example, if you claim to have served several satisfied customers, use a testimonial video like this one ↓ to validate your claim:
In addition to a testimonial video, you can offer real value by using audiovisual content.
For example, with the inaCátalog B2B Tablet App , you can show and send your prospect successful infographics, white papers, case studies, etc.
Consultative Selling 2
Step 2 - Conduct in-depth research :
Conducting pre-meeting research with your prospect is the second step to becoming a truly consultative salesperson. The goal is to get as much information as possible . And this should not be missing:
Company size
Prospect's target market
Annual turnover or average sales
Number of employees
Catalog of products or services
Digital Presence (web-social networks)
Type of communication (image and tone they use in their messages)
In the event that the business meeting is not with a prospect, but with one of your current clients, you can consult their commercial, transactional and financial information in the same inaCátalog B2B Tablet App . For example; the amount of the latest sales and/or the amounts pending payment, not due or unpaid.
