Consultative training is all about acting as an expert consultant and asking potential clients about what their needs and requirements are. The primary objective is to understand how the client feels and how to develop a healing bond between the client and the sales force personnel.
Owing to the beneficial nature of this strategy, and the effective interaction between the buyers and sellers, numerous companies in the UAE are training their sales force to excel in consultative training.
Implementing new strategies requires good trainers offering the best sales training courses for your sales force. Opt for the best sales training companies, and allow your sales team to become the core of your business. Read on to know how consultative selling training works:
Consultative selling training in six steps
When selling to potential customers, the latest techniques require you to develop a strong bond with the customer by understanding the pain and their requirements, determining the right fit, and by catering to their needs to ease their problems. Read on to know how sales consultative selling training can help your sales team!
Do your Research
The first very step requires sales personnel to gather all the information about prospects even before you start communicating with them. In addition, it's also important to collect information about your competitors and how you measure up to them. It's essential to become a part of the buyer’s life and their business before you start connecting with them.
Ask Questions
Perhaps the most important aspect is to ask the right questions relevant to what they need and to their pain points. Ask general questions then move to more specific ones. Not only does this give you an idea about the current situation, but it also tells you how you can do things differently.
Listen to the customer
Sales aren't just about chatting up with customers. It requires you to be genuinely interested in what they have to say and how they feel about something. Pay attention to non-verbal cues to determine their true feelings. The tone of voice, breathing, exclamations can help you gauge the customer's actual reaction.
To show that you're interested, let your buyer do the talking. To show acknowledgment, ask them questions and ask them to elaborate further and remove all chances of misunderstanding if you don’t understand something they’re saying.
If it’s a business representative, keep your ears open to know what's important to them, their business and people — productivity, team welfare etc.
Do not teach!
Sales pitches aren't about teaching the potential customer about the product or service, but it's about overcoming any business challenges and helping customers build plans to achieve it. It's necessary to stay consistent in highlighting your reason for being there; to help someone out!
Qualify clients
Provide information to people who fit your prospective customer's list. The follow-through is critical. It's important not to sound forceful or too pushy when closing the deal and it’s also important to stay in control of everything. Any information you jotted down can help you out during this stage. Send them information that's relevant and that they may find useful.
Close the deal
For any prospects that passed the qualified stage, closing the deal should be a piece of cake. In case of resistance, you could always point out the alternative situation because you know how things are done at the customer's end!
Take away
Similar to the requirements of customers, the sales techniques are dynamic and evolving. In such a scenario it’s important to keep your sales force up to date with the latest sales methodologies. To ensure your team knows it all, opt for courses on sales training Dubai that can help your sales team understand their customers better!
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