Consultative Selling For Local Marketing Consultants
This is the SECOND part in our series of Knowing Your Local Online Marketing Business Model.
This training module is on the Consultative Sales Process - how to convert prospects into paying clients without having to be a sales person.
If you missed part 1 in this series, you can View Part 1 Here.
Some resources from this video.
The Dan Sullivan Question (book)
Consultative Selling (book)
The One-Page Proposal (book)
Share your comments below, would love to hear from you!
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Comments
Phil Polson said:
You are right about the consultative sales approach being the best path to follow in any sales system.
Modern selling is all about letting the prospective client walk over the 'buy-line' hand in hand with the salesperson. As opposed to the saleperson trying to push or pull them over it.
Once over this line the prospect is no longer wondering; they are buying. There is no sweeter sound than a prospect saying 'tell me Phil, how do we go about making this happen right now!'
Any other approach runs the risk of ending in a no-sale.
No sales are the singlest biggest cost to any business. Repeat business comes automatically for consultative orientated salepeople who have then followed up well. Good selling.