Consultative sales definition aside, the key to this approach is to LISTEN before trying to sell anything. Another way to think about consultative selling approach is turning the traditional sales approach upside down.
In consultative selling, the sales person first asks questions about the company, understanding that its needs, problems and issues might be unique. As the conversation progresses, the consultative sales associate has a chance to ask a number of questions, making it clear, whether a need for the product is really there and the pricing is correct. More so, conversation with the prospect gives the salesperson a chance to demonstrate that he or she is an expert and they aren’t there just to close the sale.
So, traditional selling = sales person talks about their product. Consultative selling = sales person learns about the prospect’s business or situation.
Bitrix24 CRM requires no consultative sales training, though it doesn’t hurt, either. That’s because in Bitrix24 sales start with the contact center, which enables people interested in your services ask you questions via live chat, email, phone, contact center, WhatsApp, Facebook or Instagram comments and so on. It is critically important to provide consultations to prospects via the same channel they contact you, if you want to be successful. If you require your prospect to provide you with their phone number, chances are, you’ll lose 2/3 of them, because they’ll be expecting hard sell approach. It’s much more effective to offer a quick Zoom or Skype session while you are using, live chat or email.
Importantly, Bitrix24 CRM keeps track of ALL conversations you have with your prospects, regardless, which channel was used. Ready to take your first steps in consultative selling? Get your free Bitrtix24 account today or ask your local Bitrix24 partner for a demo.
* Please note that the information may have changed since the publication. For current prices and features please visit Bitrix24 pricing page.