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The Difference Between Consultative Selling and Consultants
Written by: Dave KurlanArticle Overview: It's not new, it's been around since the 1960's, but it has since been formalized, complicated, examined, defined, refined, simplified and criticized.
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The Difference Between Consultative Selling and Consultants
One popular approach to sales is Consultative Selling. It's not
new, it's been around since the 1960's, but it has since been
formalized, complicated, examined, defined, refined, simplified and
criticized. My book, Baseline Selling,
included three elements: examined, refined and simplified. One of the
many misunderstandings about Consultative Selling occurs when people
confuse it with consultants and people hate consultants more than they
hate attorneys! The standard definition/joke about consultants is that
they ask for your watch and then charge you to tell you what time it
is.
One of the best definitions of Consultative Selling came from Sales Development Expert Terry Ledden, who was my guest on this week's edition of Meet the Sales Experts. He said, "Consultative Selling means don't push ideas and solutions untl you've had a chance to have a more collaborative conversation."
Terry had some great advice about selling in various cultures around
the world, as well as the changes you can make to your sales approach
and your sales force to improve effectiveness.
You'll love
hearing how Terry got his start in sales - everyone can apply the
unique approach he took to selling more cars than everyone else!
Listen to this week's show. Contact Terry.
Consultative Selling
Stepping Beyond Consultative Sales
How Does Someone Actually Do Consultative Selling?
Consultative Selling Won't Fill Your Pipeline
Consultative Selling Fills an Important Gap for Buyers
Article Tags: attorneys, baseline, cars, consultative selling, cultures around the world, definitions, development expert, joke, misunderstandings, sales approach, target, three elements
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About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website  Click here to visit Dave's website   Salesperson Selection Visual Pipeline Predict Sales Turnover |
Related Forum Posts
Why pay a Consultant?
- Consultants can bring you into contact with a Funding Source but how do you tell whether a consultant will be successful beforehand?
Professional Consultants ALWAYS ask for some kind of retainer so that they can feel they're not being used by a 'chancer'. However, when raising funding, a real consultant will offer to REFUND THAT RETAINER out of the % BROKERAGE he charges, payable once he finds your Funding Source, and payable from initial disbursements.
Retainers only cover part of the costs that a consultant has to pay while working on behalf of the Client. Their real wages come from the agreed upon Brokerage, received when they are successful on the Client's behalf.
Re: Kevin's Case Study #10 - When to become an entrepreneur?
- When the bug bite you. A lot of successful entrepreneurs started in their teens or at school. Selling sweets to fellow students or lemonade to firends in the neighbourhood.
Re: This is Marketing Warfare!
- Hey GT,
I guess this was from a while back, and it'll test your memory a bit but could you possibly elaborate on Unique Selling Proposition?
Can you give us some examples of good USPs?
Blog pinging
- Thanks Martin - yes, I do ping and it has been very effective. I'm currently on the first page of Google for Mastermind Group and on the second page for Selling to Small Business.
Business magazines
- Fast Company is pretty good if you're into technology although it can be very on the edge.
Entrepreneur has become one giant advertisement and I cancelled my subscription.
Selling Power also has some useful content if you're looking at improving your sales skills / presentations.
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