Consultative sales method

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So, in the first example, the level of service is put at the forefront, in the second, the emphasis is on the product, in the third, on personal interest. In the consultative method of organizing sales, the main focus is the client himself. The primary goal is not to stop at a one-time sale, but to "hook" the buyer for today, tomorrow, etc.

The scheme is suitable for both fairly cheap essential goods and expensive ones. Here, the work is carried out according to the formula DISPUTE (situation, problems, dangers, solutions). That is, it is necessary to familiarize yourself with the situation, learn about the client's problems, describe what problems await him if he does nothing, and show that there are solutions.

Consultative sales method


The method is very effective, and therefore algeria email list in demand, as it is aimed at satisfying the client's needs, at his interests. The only bad thing is that the consulting technique can already fail today. This happens because we have to deal with modern (rather complex) goods and services.

What does this mean? The consultative method implies that the client independently diagnoses his situation, identifies the problem and the way to solve it. But products are becoming more diverse and complex. In such a situation, a person often cannot make the correct diagnosis. He somehow imagines his problem, but the use of consultative methods and sales techniques does not help to find a suitable solution.

Here is a typical example. A client calls and announces that he wants to buy the training "Working with Objections" because sales volumes have dropped significantly. What conclusion can be drawn? It is absolutely clear that sales have dropped. However, it is not a fact that the reason is the inability to respond to objections. In reality, it may be somewhat different, but people lack the experience and information to understand this. It turns out that there are areas in which consulting techniques still stall.

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Complex sales
If we consider the effectiveness of sales methods, then complex sales are in first place. The main focus here is the potential client's business, not the service, product, personal interest or problems of the buyer, as in the previous techniques. What is the essence? It is that both the seller and the buyer, having made joint efforts, create and launch a common project, a business that will become a solution to the client's existing problem. This technology is great for complex products, and it is precisely this that modern companies need to adopt today.