Sales Hacker

JUNE 17, 2020

The notion that consultative selling is the optimal way to sell has been around since the last millennium. The concept was coined in the 1970s in the book Consultative Selling by Mack Hanan. To compete in this “new buying normal,” we need to modernize what we mean by and how we execute consultative selling.

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The Sales Hunter

MAY 31, 2013

Sure, we’ve all heard that salespeople need to focus on “benefits,” not “features.” Check out the below video to see what I mean about outcomes rather than benefits: Copyright 2013, Mark Hunter “The Sales Hunter.” When you do this, you will be able to close faster and at better profit margins.

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The Sales Hunter

JUNE 11, 2013

Unless they see some sort of value or benefit in it, they wouldn’t. We maximize our selling price and profit when we are able to successfully get the customer to realize the magnitude of the need they’re looking to solve. Your key is to uncover from the customer at least 3 needs they have or benefits they desire.

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Sales 2.0

SEPTEMBER 18, 2020

For higher end consultative selling I would recommend a cadence along these lines. Comparing this to cold prospecting’s high-end response rate of about 3% you can see there will be large benefits. Social selling makes prospecting much easier (and more fun) but you may still have to go through the motions (at least a little.

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The Sales Hunter

JULY 12, 2012

One of the best examples I’ve found when trying to see the difference between product features and customer benefits is to think of it in terms of music. I buy it based on the benefit I’m going to receive from listening to it. What are the benefits you want fulfilled?

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The Sales Hunter

MARCH 11, 2014

Looking at this site got me thinking about product features and benefits. Features don’t sell and they especially don’t sell when it’s not what the customer wants. Customers buy benefits. Benefits are specific to the customer. Are you selling features and trying to disguise them as benefits?

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Apptivo

OCTOBER 5, 2022

When a salesperson employs the principles of consultative selling, buyers find that they are empathetic and relevant and are more likely to engage with them. What is consultative selling? Consultative selling – Tips & Techniques. That is not the energy that consultative selling approach brings in.

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SalesFuel

MARCH 26, 2024

67% quickly adapt their work habits when they realize it will benefit them. In addition, consultative selling skills stand out when top performers engage with prospects. The Rain Group found that top performers generally stay more focused than other sellers (73%). In addition, these sales stars are not stuck in a rut.

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Jonathan Farrington

DECEMBER 9, 2012

Last week, I was asked by a colleague to describe my interpretation of what consultative selling is, and I thought I would share my response with you…… As we are all aware, getting to know the customer and understanding their needs is not a quick and easy process. The ability to listen and absorb information.

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The Sales Hunter

APRIL 16, 2013

Blog Consultative Selling Customer Service leadership benefits consultative selling customer customer service needs' Let them guide the discussion and you’ll be far more likely to walk away with a profitable sale. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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The Sales Hunter

SEPTEMBER 3, 2013

Remember, customers are looking for benefits first. The other thing that would happen is that if we focus on the benefits the customer is looking for, then we are going to see better the value we bring. As a result of changing your perspective, you’ll be in a better position to help uncover benefits.

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Richardson

MARCH 1, 2021

Needs based selling, sometimes called consultative selling , is the act of understanding the customer’s goals and challenges and then positioning the product or service in a way that addresses those specific needs. Therefore, needs based selling means asking questions that surface the customer’s objectives.

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The Brooks Group

MAY 24, 2017

Savvy distributors are providing their service department with consultative selling skills training so they are able to: 1. Here are 3 Key Ways Excellent Customer Service Benefits Distributors. Learn more about how IMPACT can benefit your entire distribution sales organization. Helps You Achieve Higher Margins.

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Janek Performance Group

OCTOBER 10, 2023

For that, let’s briefly look at the shift from transactional to consultative selling. Transactional Selling In many ways, the rise of sales stereotypes can be attributed to transactional selling. Consultative Selling Consultative selling is characterized by developing trust and providing greater value.

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One of a Kind Sales

MAY 23, 2022

Companies like ours often use one of two methods to accomplish this: either the ‘features and benefits’ approach or the consultative selling method. I have a strong preference for the consultative […]. The post It’s All About Them appeared first on One of a Kind Sales.

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The Sales Hunter

OCTOBER 17, 2013

They say this based on how they view a typical sales call being one where the salesperson is convincing or showing the customer all of the features and benefits of what they offer. Blog Closing a Sale Cold-Calling Consultative Selling Professional Selling Skills benefits needs outcomes sales strategy'

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Klozers

FEBRUARY 17, 2016

Consultative Selling Skills. Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling Skills are undoubtedly difficult to get right, the rewards are high, given the typically high values of the products & services involved.

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The Sales Hunter

AUGUST 6, 2013

Look at what you sell as an investment and it will help you shift the focus of your sales presentation away from one of substantiating a price by talking features to a conversation about the benefits the customer is going to receive. You might say this is a paradigm shift, and what is funny is we in sales are the last ones to see it.

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Marc Wayshak

APRIL 12, 2023

Consultative selling —you’ve probably heard this term a lot lately. And, no doubt, you’ve heard many sales gurus stating some form of the following: “You’ve got to start using consultative selling, now!” And how do we leverage a consultative approach in every sales conversation that we have?

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The Sales Hunter

JANUARY 24, 2014

I’m amazed at the number of times I can be working with salespeople from the same company and they can’t even agree on what fair value is for what they sell. Your objective is to help the customer to see the need, the benefit or the outcome they can achieve with what you’re offering. Let your customer decide.

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The Sales Hunter

FEBRUARY 24, 2015

Blog Consultative Selling Customer Service Professional Selling Skills Prospecting benefits features prospect prospecting question questioning sales questions' If you want to significantly alter your sales results, here is one of the most powerful things you can do.

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Mindtickle

SEPTEMBER 13, 2023

In many cases, sellers engage in product-based selling, which involves pushing the features and benefits of a given product – without regard for whether these features and benefits are relevant to the customer. But in today’s world, product-based selling will no longer cut it. What is consultative selling?

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The Sales Hunter

JUNE 11, 2013

Blog Closing a Sale Consultative Selling Customer Service leadership Motivational Sales Speaker Professional Selling Skills Sales Motivation benefits customer customer service marketing marketing materials needs sales' It’s time to throw away the marketing materials. ” Sales Motivation Blog.

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The Sales Hunter

APRIL 30, 2013

Two days after the customer makes their purchase, reach out to them with a phone call thanking them for buying and making sure they received what they wanted with regard to the benefits they were looking to fill. Use the call to help identify another need with which you might be able to help them, either now or in the future.

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The Sales Hunter

SEPTEMBER 24, 2013

In preparing for a sales call, you should at the minimum develop the following: 4 Questions that will allow the customer to explain to you their needs and the benefits they desire. Blog Closing a Sale Cold-Calling Consultative Selling listen listening skills question questioning skills' 1 Question that closes the sale.

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Hubspot Sales

OCTOBER 26, 2020

Let's get a more thorough understanding of the concept and see some of the benefits that come with it. Permission-based selling is essentially the sales equivalent of permission-based marketing — a marketing strategy that revolves around consumers opting into receiving promotional offers and announcements from a brand.

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The Sales Hunter

APRIL 13, 2015

These insights don’t have to be just about what you sell, but could be about anything that is of benefit to […]. Blog Consultative Selling Customer Service Motivational Sales Speaker Professional Selling Skills Sales Motivation leader leadership sales leadership sales motivation sales motivation video video'

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The Sales Hunter

JANUARY 30, 2015

How do their customers benefit from what they provide to them? The reason it came to light is the salesperson was selling to customers who suddenly found themselves […]. Blog Closing a Sale Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting Sales Motivation customer questions'

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The Sales Hunter

JULY 18, 2013

I’m being soft here and giving us the benefit of the doubt by saying “how close are we coming to doing them.” Blog Closing a Sale Cold-Calling Consultative Selling Customer Service Professional Selling Skills customer customer service' ” Copyright 2013, Mark Hunter “The Sales Hunter.”

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criteria for success

APRIL 23, 2020

Driving Consultative Selling with Problem Solving & Storytelling. Tuesday, April 28 2020 2:00-3:00 PM EST. Selling is not just about features and benefits of our offerings, but about the connections we make and the problems we solve. Click here to register –> LinkedIn and Smart Selling Strategies.

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MTD Sales Training

MARCH 26, 2019

Salespeople often get roped into this type of sale when a prospect says to them ‘what do you do and why are you selling this to me?’. 3) needs-oriented selling. 4) consultative selling. As you can imagine, this is where the salesperson just talks about the product and very little else.

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The Sales Hunter

JANUARY 16, 2014

Don’t assume you know the benefits they want. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price. Blog Consultative Selling Customer Service Professional Selling Skills customer high profit selling high-profit value' What is the lesson? Let them tell you.

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The Sales Hunter

AUGUST 29, 2013

If you don’t believe in what you sell and how it can benefit customers, your confidence will always be shaky. If you aren’t sure how your product benefits customers, you need to ask them! Many people think testimonials are just used in the selling process to show prospects why they too should become customers.

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The Sales Hunter

JULY 17, 2013

Another great benefit about pausing after the customer speaks before saying anything is oftentimes the customer will start talking some more. By pausing and allowing a second or two to pass before talking, you give the customer the sense you’re listening, as well as processing what you’re going to say next.

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The Sales Hunter

OCTOBER 29, 2013

Keep the emails timely by focusing on timely benefits the customer will value. Blog Closing a Sale Consultative Selling pricing Professional Selling Skills Prospecting goal goal setting price sales goals year-end' The fourth tip is all about repetition. You want to secure business from people looking to buy at year-end.

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The Sales Hunter

DECEMBER 19, 2013

What I’m saying is your process must be engineered in a way that allows you to qualify prospects quickly and move them to the point where they are sharing with you their needs and desired benefits. Blog Consultative Selling Customer Service Professional Selling Skills Sales Motivation sales process selling skills'

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The Sales Hunter

AUGUST 8, 2013

On the other hand, when you really take the time through your questioning and listening to understand the customer’s needs and desired benefits, then you are less compelled to say something that is not accurate or not truthful. Choose this day which side of integrity you’re going to fall on. ” Sales Motivation Blog.

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