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Q1/2011 Consultative Selling

A Fluent Moment

Did you know…

Some of today’s top business leaders are applying basic feature and benefit sales methodology when trying to institute change in their organizations. They know that they stand a better chance of getting commitment to and acceptance of their ideas if they show people how they will benefit from them.

Message from an
AFV Partner

In today’s changing times businesses need to figure out how to do things differently in order to recognize their revenue goals and stay profitable. It has become clear that customers want value and solutions that solve their business problems.

While selling by numbers may work from a short term perspective, it does not prepare the organization for long term results. Consultative selling allows the organization to make sales based on the needs of their entire organization — not just one reactive concern or issue. To make the shift to successful consultative selling, sales organizations need to provide their sales professionals with the appropriate tools. The evolution into this new sales approach is not easy. Changes in the sales model requires top down change and thus the buy-in of all members of the organization.

This newsletter will help you begin to recognize the steps that will help your organization evolve into the next phase and assist in meeting your organization’s future success.

Walter Santiago

Walter Santiago
Managing Partner
A Fluent Vision, L.L.C.

Consultative Selling

Consultative salespeople work with their clients to develop relationships that do more than look for a quick monetary reward.

Consultative selling is about creating, building, and maintaining a relationship where a client looks to a professional, not as a sales person, but as a partner/consultant. As with any partnership there are certain goals that are shared. Specifically, the success of the partner which in turn leads to the success of the consultative salesperson.

Consultative selling requires a change in mind-set: the customer tells you what their problem is and provides you with information on their environment and organization.

Consider your first meeting as your Initial Consultation (IC). Think of it as an analysis or discovery session rather than as a sales call. Focusing on your client’s needs first is an important step in building a relationship. By actively listening to what your client says you learn what their problems are and how they prioritize them. This enables you to provide solutions that speak directly to your client’s concerns.

In consultative selling the service you provide is almost more important than the product or service you are selling. Knowing how to integrate the needs of your client with your solution is the key to real consultative selling. This type of selling requires a shift in thinking and expectations for the salesperson. The goal is no longer a quick close, rather, it is to achieve long-term and consistent returns.

Keep in mind these 5 key points:

  1. Understand your customer & their needs.
  2. Become your customer’s partner; a resource they look to for guidance.
  3. Understand how your solutions can solve your customer’s problems & fill their needs.
  4. Your solutions are the best-believe it!
  5. Have a positive attitude.

Consultative Corner

How are you different?

Today’s customers see many offerings that have the same perceived benefits. How do you differentiate yourself from the competition?

Differentiate yourself by doing the following:

  • Radiate confidence & instill trust
  • Establish a relationship
  • Be a good listener
  • No need to ‘hard sell’ at the end if you have the commitment all along
  • Never take rejection personally
  • Know your offerings & why people want it
  • Always qualify

A Fluent Vision

Whether your sales infrastructure needs to be built from scratch, re-engineered, or simply re-invigorated; AFV is the answer. AFV can help you create A Fluent Vision.

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