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  • Writer's pictureMark Evans

Consultative Sales


How much would your numbers be impacted if your clients thought of you as a market expert or a consultant rather than a sales rep?

Here are 2 tips to help you become a more consultative sales professional

Tip # 1 - Be Patient

A lack of patience makes you hard to trust, listen to, or take seriously. There is a fine balance between being arrogant and confident. A customer will draw their conclusion on if you are immature or an expert simply by the amount of time and effort you put into understanding them.

SALES LEADERS - I have had leaders that tried to understand me and those that tried to talk over me. I immediately lose respect in a leader who doesn't take them time to listen, ask, digest, then consult.

Tip #2 - Be Curious

Be curious about your prospects company, challenges, life, accomplishments, etc. If you seem more interested in your product than you are in your own agenda. You will win their trust and the rite to ask tough questions.

SALES LEADERS - Know what motivates your employees, ask about it, care about it, and you will see your team thrive. An easy way to do this is to bucket employee motivations into a few common buckets like pay, importance, voice, title, freedom. Once you identify the buckets for your employees then you can set a plan on how to help them.

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