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Consultative Selling

When you start in a new sales role and begin to approach prospects you will quickly learn they don't seem that interested and are indifferent. Nobody cares and you don't seem to matter even though your new employer has break-through technology and products and is disrupting whole industries. 
You probably have a sales pipeline that has between 6 and 20 (at most 30) opportunities. Here's what's going to happen to that pipeline. 1 Some of the opportunities will close anyway no matter what you do. They are called the anyway sales. You might even be spending a lot...
Listening is considered one of the great sales skills. You have to be a great listener -we're told. Do a survey of 10 salespeople who are great listeners, and ask them what they heard during the last sales-related conversation. It will sound something like this ... They have to do...
As a sales manager, it's an easy trap to fall into. You encourage a high work rate and high levels of activity. All necessary to succeed in sales, but then you notice something; your salespeople start to measure progress in terms of "work completed", but don't seem to be...
The background music in the sales world is based on the "get the sale" tune. Just listen to what happens in the weekly sales meeting; the conversation is all around closing, making the sale, how excited the customer is, how big the opportunity is. It's  "happy ears" noise that...
Prospects and buyers have it easy. They get to say "no" in a a million different ways that sound like yes. We salespeople are so eager to hear something besides no, we imagine or report we heard yes.  At the heart of effective sales performance is measuring progress accurately so...
Selling is a poor word for what salespeople do. The word itself suggests pitching, convincing and closing.  This is a persuasion view of selling i.e. influencing people to buy. The logical assumption then is that if you want to sell more, you get better at pitching, persuading and closing. There...
This is the second article in our Building Sales Capability for the 2020s series. It's a foundational piece that looks at how to track progress in a sales pipeline in a meaningful way that produces accurate sales forecasts - the cornerstone metric for all effective sales organisations. Sales organisations are...
DOWNLOAD TOOLKIT The default approach to sales hiring is to develop a high-spec salesperson profile, for a barely defined role. In other words, we go searching for a salesperson with a long number of traits, experiences and abilities, for a role that is loosely described. It perpetuates the approach that...
We’re used to classifying sales roles (and salespeople) in terms of salary level or experience or hunter versus farmer. But none of these categories says much about the impact a single person can have on a business.  There is a much more useful way to think about a sales role and...