Question

1. List and describe the 1^st three of five strategic steps of the Consultative Selling Model. Be very specific and give detailed examples

Answer 1

Strategic steps of the Consultative Selling Model :

Step 1 : Positioning yourself as a trusted authority

To build up the all-important trust with a prospect, they need to know that you practice what you preach.This means becoming a trusted authority in your field. But how?

To be a trusted authority, you must not only have the ability to confidently serve your prospect, but your co-workers and company, too. You must be an authoritative figure, not just act like one.

Step 2 : How to conduct in-depth prospect research

The next step to refining a successful consultative selling technique is conducting in-depth prospect research. The goal here is to uncover as much information about the target account and prospect as possible, and have it ready in your sales dashboard.
Researching prospects before contacting them can be the difference in landing a new client and never having your phone call returned. Fail to conduct any research, and your prospect will feel you don’t understand their needs at all.

Step 3 : Leading the conversation

No two interactions with a prospect are the same. To be successful in consultative sales, you need to find the sweet spot between leading a conversation while drawing out key information from your prospect. That’s why, when talking to a prospect, it’s important to ask the right questions at the right time (while coming up with a solution that fits).

During these conversations, prospects need to be heard. Being pushy in a conversation or not offering help to a prospect when you initially approach them can also kill your chances of closing a deal. Always lead a conversation with a prospect by asking questions. Lots of them. Understanding a prospect’s needs is crucial in a consultative selling approach, and asking the right questions is the only way to get a glimpse of how to solve their problems.