What is the difference between consultative selling and normal selling?

Consultative selling involves finding prospects who truly need your product or service, and may become long-term clients. Traditional transactional selling will sell their product to anyone, and assume everyone needs their product, without bothering to find out what their buyer’s needs are.

What are consultative sales?

Consultative sales is a specific sales approach where reps act more like advisers than salespeople and recommend solutions to potential customers based on their needs and problems. Put more concisely, it’s the process of selling a solution, not a product.

Why does consultative selling Fail?

Despite their best efforts, many value-based sales organizations find themselves routinely commoditized, battling price, and constantly having to renegotiate the business. A transactional relationship with clients erodes competitive differentiation and lowers margins.

How does consultative selling work?

Consultative selling is a sales approach that prioritizes relationships and open dialogue to identify and provide solutions to a customer’s needs. It is hyper focused on the customer, rather than the product being sold. Consultative selling skills help sales professionals position differentiated, compelling solutions.

What are the benefits of consultative selling?

The four core benefits of consultative selling are:

It allows the distributor to serve the customer, not just sell them.
The customer has a better understanding of their own cleaning and maintenance needs.
Distributors build their businesses by satisfying customer needs.

What is full line selling?

Definition. In a full-line sales organization, each company or division salesperson sells all products to all accounts in a geographic territory. This is an appropriate strategy when the product line is not large, is nontechnical, and is sold through one channel of distribution.

What are examples of consultative selling?

Consultative Selling Examples Examples of consultative selling are often found when buying a car. In this scenario, the car salesperson asks what kind of car you’re looking for, seeks to understand how you’ll use the car, finds out what’s important to you, and makes suggestions based on what they’ve learned.

Is Solution selling better than consultative selling?

They’re often even used interchangeably. In the end, the main difference between solution selling and consultative selling is that solution selling at its core would focus more on the solution, and consultative selling would focus more on the questions and ‘consulting’ before suggesting a ‘solution.

What is the difference between transactional sales and consultative sales?

In a transactional sale, value lies within the product and price becomes the primary selection criteria. Any salesperson who hears price as an objection is selling transactionally. In a consultative sale, the salesperson creates value. VALUE is the difference between BENEFITS and COST.

How is consultative selling different from product based selling?

Despite the benefits of being able to tailor solutions to prospects, consultative sales is a very different beast to product-based selling. Here are a few product-based selling and consultative selling examples: When purchasing a product, buyers now look for a level of trust in the salesperson before they are willing to spend any money.

What does it mean to be a consultative salesperson?

Consultative selling is a philosophy rooted in building a relationship between you and your prospects. A salesperson who practices consultative selling develops a holistic and nuanced understanding of the buyer’s needs, and then they try to fulfill those needs with a customized…

How to get your sales team on the Consultative path?

These four steps should get your sales team on the consultative path—acting less like doctors and more like therapists. Practice asking better questions. Better understand your buyer and their needs. Add variety into the sales process. Train your team on conversation qualifiers.

What’s the best way to ask consultative selling questions?

Ask true consultative selling questions, not leading questions that are designed to make the prospect agree with you. Listen to the words they’re saying. Slow down and listen. Make sure you understand their meaning. Probe further if you aren’t sure. Validate and clarify.

What is the difference between consultative selling and normal selling? Consultative selling involves finding prospects who truly need your product or service, and may become long-term clients. Traditional transactional selling will sell their product to anyone, and assume everyone needs their product, without bothering to find out what their buyer’s needs are. What are consultative…