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People, Business Strategy: Sales and Negotiation Training

Jose Almeida

Consultative Selling: Anatomy of a Complex Sales Process?

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Consultative selling is perhaps one of the most exciting and least explored topics in the sale.

Nowadays, selling is more and more complex.

So far, nothing new, I’m sure you’re thinking.

What used to be 2 or 3 phone calls and a meeting, today it takes months and months to reach a final decision.

It is reasonable to say, “the process is stopped,” “there is no way to decide,” and so on.

One of the main mistakes we find when working with the teams in the Training and Commercial Coaching processes, where we have the opportunity to analyze their process thoroughly, and commercial method is related to the lack of strategy.

It is common for us to keep looking at a complicated sale in the same way as a simple … [ Read the rest » ] “Consultative Selling: Anatomy of a Complex Sales Process?”

Consultative selling: do you know how to increase your clients’ pain?

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Now you must be thinking, this time you’ve gone crazy!

It might look that way.

But what do “pains” have to do with sales anyway?

It’s a technique that makes it possible to determine where our client’s “pains” are and use them in the sales process.

By pain, we mean all the problems, difficulties, or needs that the client has and that we as “doctors” can solve.

in sales, there are two specific approaches:

  • To solve a real need;
  • Create it.

    • Let’s look at the first option in this article.

    In case we are working with needs or problems that the client has, two situations can arise.

    The client has a problem or necessity identified or does not even know that he has a problem (which often happens).

    It may … [ Read the rest » ] “Consultative selling: do you know how to increase your clients’ pain?”

    Do you know how to handle the price question on a sale?

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    One of the issues that arise most in our sales training is precisely this: price and how to deal with it.

    What to do when we are in the early stages of the sale, and the customer very abruptly questions us:
    “But after all, how much does it cost?”

    Sales rules tell us that we must create value in our customer’s head before we go on to close the deal.

    Theoretically, that would make the price issue easier to address.

    But is that true these days?

    As far as we’re concerned, no!

    These days our client is already well informed and tends to cut to the chase as we usually say.

    This is a regular occurrence these days, most of the times because customers do it to disorient the reasoning … [ Read the rest » ] “Do you know how to handle the price question on a sale?”