Consulting Vs Selling, How we can make sales by not doing selling but consulting. As we know, everybody loves to buy but hates to be sold. We need to engage in non-manipulative selling, and ask deeper questions that will make
sale.View Yourself As A Consultant
One particular self-image possessed by high-achieving salespeople is that they see themselves as consultants rather than as salespersons. They see themselves as problem solvers with their products or services rather than as vendors looking for someone who will trade them money for what they have to offer.
Approach Them As Clients
They do not approach their customers with hat in hand, hoping for a sale. They approach their "clients" with attitude that they are consultants calling on prospect to help him or her solve a problem or achieve a goal.
Ask Questions And Listen Carefully
Seeing themselves as consultants, they ask questions carefully and listen intently. They focus all of their energies on understanding customer's situation so that they can make intelligent recommendations based on what customer really wants and needs.
Become An Expert In Your Field
As consultants, they recognize that they must be experts, authorities in their field. They know their products and services from one end to other. They invest many hours familiarizing themselves with every single detail of what they sell, and of what their competitors sell as well. They know strengths and weaknesses, advantages and shortcomings, features and benefits of what they are offering. They have excellent product knowledge, which their customers can sense and which gives both themselves and their customers greater confidence throughout sales conversation.
