The best sales techniques have shifted from transactional selling to consultative selling. Today retail employees conducting simple sales transactions are being trained in consultative selling. Consultative selling takes a very different approach than transactional selling and has proven to be the foundation of the most effective sales strategy.
Consultative Selling Vs. Transactional Selling
While the desired result is the same, the equation is very different when it comes to transactional vs. consultative selling.
Transactional selling is a simple, short-term sale that focuses on the product and maybe the lowest price. The customer already knows what he needs, so the salesperson doesn’t need to know much about the product. When you go to the store to get toilet paper, you hand over the money and walk away. That is an example of a transactional sale.
On the other hand, Consultative selling is a more complex, long-term process that involves collaboration between the buyer and seller. The customer needs guidance to solve their problem, so the salesperson must know more about their product or services to offer solutions. But, to offer the best solution, the salesperson must first develop an understanding of the customer’s business, industry, and needs. The interaction becomes more of a relationship than a transaction.
Consultative Selling offers the following:
Turns you and your team into professional problem solvers
Gives long-term solutions to your customers
Builds long-term relationships with your customers
Produces customized solutions vs. generic solutions
Builds trust in you and your brand
Consultative Sales Strategy
The best consultative sales techniques revolve around identifying the pain point and solving the customer’s problem. It is not about the product or service itself. Instead, it is about the benefits and value your product or service can add to the customer’s life.
Salesman vs. Sales Consultant
Do not think of yourself as a salesperson. Instead, consider yourself a consultant or problem-solver. It is not your job to sell your product or your service; it’s your job to help the customer find the right solution. If your goal is to help the customer instead of close a sale, you will build customer loyalty because they know they can trust your advice. Customer loyalty equals long-term sales.
The best consultative selling technique is to ASK QUESTIONS to discover how you can best serve your client or prospective customer. By doing so, you can personalize the solution based on your client’s needs. Even if the solution does not lead to a sale, you will gain a customer because they will likely return to you in the future.
Take the Pressure Off
Sometimes it’s best to come right out and say that you are not there to sell to them. As we learned in our previous article, How to Overcome 6 Common Objections from Customers, people have conditioned responses to turn salespeople away. It could help to sincerely say, “I am not here to sell you anything that you don’t need. All I’d like to do is ask you some questions and see if we can help you find a solution to your problem in a cost-effective way. If not, at least I can share some possible other alternatives or solutions. Does that sound okay?”
Listen Carefully (Active Listening)
In another of our articles, How Listening Builds Connections and Success, we highlight the importance of making a customer feel like they’ve been heard. Here active Listening is critical. When people feel and perceive from your words, nonverbal cues and your body language that you are truly interested in helping them solve their problem, they will be open to your suggestions and solutions.
According to Harvard and many other ivy league institutions applying consultative sales techniques will help you achieve your sales goals much more easily than transactional selling. Your clients will be happier, and you will have a sense of fulfillment because you will be serving your customer, not just yourself. And learning these sales strategies are easier than you think. With short-term business coaching, you can experience long-term results.
John English has been featured in Forbes, Cosmopolitan, and more. As a premier business coach, he can teach you how to become the best salesperson by mastering verbal and nonverbal communication.
Contact John English today! It’ll only cost you a few minutes of your time but can lead to the solution you’ve been looking for.
What is the Difference Between Consultative Selling and Transactional Selling?
Effective communication skills have become more crucial than ever. Whether in personal or professional relationships, the ability to express ourselves clearly and connect with others is a fundamental aspect of human interaction. Communication skills encompass various aspects, including verbal and nonverbal communication, active listening, empathy, and conflict resolution. By honing these skills, you can enhance
Discover the power of emotional intelligence for high performance leaders! Learn how emotional intelligence enhances decision-making, conflict resolution, team collaboration, employee engagement, and personal growth. Unleash your leadership potential and drive success in today’s business world.
Learn how to develop charisma, a key skill for personal and professional success. Discover the foundations of charisma, including
Enhance team communication and resolve disagreements effectively. Learn strategies for active listening, problem-solving, and constructive feedback. Boost your professional image.
Enhance your presentation skills and public speaking prowess with these four essential techniques. Whether you’re starting or refining your skills, our article covers energizing your audience, the art of entertaining while educating, inspiring through education, and boosting your confidence. Consider attending our public speaking workshops for further improvement.
If you procrastinate then Procrastination is Stealing Your Success. For example, if you are suffering from bad sales results, are out of shape, overweight, have things left undone, have delays, poor results, health issues, weight gain, poor work performance, few relationships, loneliness