The Sales Association

NOVEMBER 17, 2014

Consultative Sales Certification is offered as a Sales Association member benefit. “That way, you can bring insights to your clients that really add value and help them solve significant business challenges.” CSC graduates subscribe to consultative selling and see themselves as advisors, seeking first to understand.

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The Sales Association

JULY 5, 2011

Traditional salespeople tend to stress features and benefits over value for the customer. They respond to customer inquiries with little regard or understanding of the customer’s situation or latent needs. They may seek to understand customer needs, but with the focus on making a sale. Presentations tend to be more of a monologue.

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Consultative Selling Twitter Facebook Guarantee 28

The Sales Association

FEBRUARY 22, 2011

But there are a lot of business people that benefit from referrals that we don’t readily think of, like car washes, insurance providers, utilities and of course, retail stores. Secret Referrals Even though sales is our business, we don’t always think to give referrals to other salespeople for certain types of products or services.

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The Sales Association

MARCH 15, 2011

By utilizing a method that you suggest, will the customer increase production or some other quantifiable benefit? Can you offer special packaging that would reduce handling of the product? Can you eliminate their need for other suppliers by serving more of the customer’s needs?

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Distribution Trade Show Consultative Selling Twitter 25

The Sales Association

MARCH 1, 2011

Some salespeople define consultative selling by what it’s not; not using a standard approach, not overdoing features and benefits, not talking too much, etc. Only provide solutions that are of value to that specific customer – You may indeed offer many valuable features and benefits.

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The Sales Association

JULY 30, 2013

Systems of this kind generally benefit organizational entities within the company, not the individual members on the sales team. Little thought has been given to the benefit for sales up until now—and to the fact that people only enjoy and are good at doing what benefits them.

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