Tuesday, March 16, 2010

Consultative Selling

Most companies pay lip service to "consultative" selling. I can't tell you how many times I've heard managers tell me they want their salespeople to be this way - but are unwilling to do what it takes to get there.

One manager told me he wanted his salespeople to become business advisors to his clients. When asked, "Are they qualified to do that," he though for a moment and replied, "Not really." Huh?

Order taking, product peddling salespeople have jaded buyers into treating all salespeople as vendors and beating them up on price and specifications.

That said, what a pleasure it is meeting with prospects who actually know how to buy and want a consultative approach. It amazes me to hear salespeople and their managers claim they sell "solutions" but obviously do not. They pitch a generic "solution" and get upset when the prospect is unwilling to pay for their "value-added" (translate: "expensive") services.

If it walks like a duck, quacks like a duck - it might be a salesperson masquerading as a consultative seller.

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