Consultations” is probably a term you have come across when talking to a seasoned salesperson. “Consultations” is just another word for a session or meeting. And in essence, it’s salespeople speaking to clients face to face, trying to sell them something, regardless of the product or service. These sessions can be over the phone as well. They go to great lengths to create a favorable atmosphere between the salespeople and their prospective clients.
But what are consultative conversations? Well, it is the sales process that starts with the client’s permission. It is a way of selling the client something they may not be aware of purchasing, but they have decided to buy. This process involves a series of pre-sales communication calls.
There are many reasons a salesperson may decide to conduct a consultative sales call. The most common reason is that the product or service has not been sold or has decided to add additional lines of selling to their pitch. They may also call on the client to ask them if there is a specific situation where they would want to use the product or service. It could be that they are looking for a specific solution to a specific problem they are experiencing. It is common practice to ask if the client needs anything more from the product or service they are considering. A way to get more out of the sale is to increase the benefits the client will experience.
An important thing to remember when conducting a consultative call is that the client should feel at ease. Sometimes clients receive a little tense when speaking with a representative who claims to know everything there is to know about their product or service. The sales rep must make sure the client feels at ease while discussing sales or service details. The sales rep can use a few techniques to help the client relax during the consultative call. If the client begins to get uncomfortable during the consultative session, the sales rep should redirect the client’s attention or request that they speak with someone else.
Another technique to use when conducting a consultative conversation is determining the need for a product or service that the client does not presently have. Often, clients will be hesitant to buy a product or service that they do not yet need. The salesperson can determine if the client needs the product or service by asking the appropriate questions. By determining this, the salesperson can help the client find another product or service they need.
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