Consultative Selling To New Jersey Based Businesses

July 5, 2011

A wise man once said that “Selling without a process is like fishing with a rod and reel instead of a net. You’ll catch some, but it takes more work and time.”

Wouldn’t it make more sense that when trying to sell into New Jersey based businesses that you had a concise sales process to follow? At Dale Carnegie New Jersey, we’re firm believers in the consultative selling approach. While many sales professionals like to loosely throw around the term “consultative selling,” let’s take a closer look at what it really means, from the DaleCarnegie perspective.

The sales process should start by building rapport, with all people involved in the account. Not just the ultimate decision maker, but everyone including the receptionist who greets you at the door of your first meeting, to all of the members of the team involved in the decision making process.

After establishing rapport with everyone involved, establishing credibility is of the utmost importance. One of the best and easiest ways to do this is to share some “success stories” from your other accounts as to how you were able to help them solve a problem, reduce expenditures,or increase profits as a result of working with your company.

Then next is to always ask the right questions. Listen more than you speak, to get an idea of what your customer wants to achieve, and what challenges they have in their business, and how you can help them. This approach will enable you to uncover your customer’s needs, and also solve problems from your buyer’s point of view, and not yours.

At each step of the process, a successful salesperson must be able to communicate their ability so that they can bring value to potential buyers. A consultative selling approach, when done correctly, ensures that this happens and results in much better relationship with the client, and also ultimately helps close more deals.

A smart sales philosophy focuses on increasing business by building relationships and helping buyers become more successful in their own business. The simplest and most effective way to do this is to follow the Dale Carnegie consultative selling approach. A consultative sellingapproach creates win-win outcomes for salespeople, buyers, and their respective organizations,and creates the opportunity for healthy, satisfied buyers to do repeat business with you and yourcompany.

This post is brought to you by the good folks at Dale Carnegie Training of Central & Southern New Jersey. We would love to connect with you on Facebook and Twitter @CarnegieJersey.

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