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Consultative Selling And Developing A Winning Attitude
Author: Rufus Shinra  | Posted: 12-02-2008 | Comments: 1 | Views: 9 | Rating: (61)  (?) 
Consultative selling is a Customer focused method of delivering the exact solutions our Customers are looking for. Consultative selling is about effective communication, asking questions, and finding the results your Customer wants. You must be the expert, your Customers' guide in exploring all aspects of their problem so you can provide the best solution.
To take full advantage of consultative selling, you need to understand the importance of your role as a consultant. Remember, you are not a salesperson, you are a problem solver. We need to shift our focus from selling products to selling solutions. It does not matter what the product or service is:
You do not sell mobile phones. You provide a network.
You do not sell software. You save time.
You do not sell cars. You provide transportation.
You do not sell domains. You provide an online identity.
You do not sell Websites. You open the door to new opportunity.
And you do not sell to businesses, markets, or a job title. You sell to people!
For any sales strategy to be effective we will need to create a repeatable process that delivers predictable results. Just initiating a sales conversation and hoping for the best is not going to get you the result you want.
There are many factors that play a role in a buyer's decision to make a purchase. When you ask Customers why they choose to do business with a particular company or why they decided to buy a product, the number one response may surprise you. The number one factor is the salesperson by a huge margin. Buyers look at your competencies and decide whether or not they like you before they make a decision to buy from you. You can convert more sales by employing a winning attitude from the minute you step through the door.
Developing a positive attitude is essential to having a winning attitude. Since about 80% of communication is nonverbal, it is essential to be in the right state of mind and have a good positive attitude. You can't fake it with Customers. Your voice inflection, tone, rate of speech, and other factors are influenced sub-consciously by your mood and your attitude. Customers will pick up on these subtle factors. This can influence the Customer's decision to buy from you. It will also affect your success. If you are enthusiastic, keep positive, and display a winning attitude, your Customer will often respond with the same. This helps build rapport and increases the likely-hood that your Customer will want to buy from you.
Your attitude will also directly affect the learning process and how successfully you can incorporate these new techniques into every day practice. The bottom line: the better your attitude, the more success you'll achieve.
The training and guides that I have listed free on my website, Call Center Sales Tips, and is going to provide you with the tools you need to be more successful, help more Customers, and make more money. On my website we take a fundamental look at your current sales strategy and demonstrate how it can be improved.
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1. Ian Stephens (20:50, 26.06.2008)
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Business 
Here is a repeatable process that salespeople can use. It is called the NASA approach which is a 4-step selling methodology to increase sales:
Needs - uncover and understand needs.
Agree - gain agreement that they are the needs.
Solution - present a solution which matches the needs.
Agreement - gain agreement to proceed with solution.
Yours in sales success
Ian Stephens.