Consulting Versus Selling

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 the 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 the attitude that they are consultants calling on the 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 the customer's situation so that they can make intelligent recommendations based on what the 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 the 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 the strengths and weaknesses, the advantages and shortcomings, the 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 the sales conversation.

Differentiate Yourself from Your Competitors

Top salespeople, positioning themselves as consultants, see themselves as resources for their clients. They see themselves and carry themselves as advisors, mentors and friends. They become emotionally involved in their transactions and they are generally concerned that their product or service be the ideal solution to the real needs of the prospects they are dealing with. They differentiate themselves from their competitors by being more concerned with helping their prospects than with selling their products or services. Their customers often feel that they care more about them than they care about making a sale. And it's true.

Action Exercises

Here are two things you can do immediately to put these ideas into action.

First, see yourself as a problem-solver rather than as a salesperson. Take sufficient time to understand the prospect's real need before you start selling.

Second, think of ways to tailor your product or service to your customer's needs so that he sees what you sell as the ideal solution for him.

Gordon Goh is author of the free, informative website Simply Motivation offering quality useful tips for Motivation.

---

Stuff We Make Up About Our Prospects

? Go through the "no's" to get to "yes." ?... Read More

How to Lose the Sale Quickly & Easily

Here are five sure-fire ways to guarantee you will not... Read More

Diverting the Flow of Customers to Your Business

I was a lucky kid when I grew up. Lucky,... Read More

Challenge Yourself!!! Evaluate Your Selling Skills!

This evaluation is not for the "weak-kneed". Real questions to... Read More

What Successful Sellers Know - Others Dont ... The Subtle Art of Closing

Ask any salesperson, "At what point in the selling process... Read More

Don?t Waste My Time!

Many participants in my programs ask how to deal with... Read More

Its Better When They Tell Them

You know that word of mouth can grow your business.... Read More

How to Buy Wholesale Store Fixtures for Your Business

It may sound funny, but honestly, if you're opening up... Read More

Sell YOU With Your Small Talk (Yes You Can)

Want to build a relationship -- sell yourself for a... Read More

How to Really Benefit from Associations (Part 1 of 3-Part Series)

Looking for new leads, new contacts, new business opportunities? Do... Read More

A Pause For Thought

You can have your cake and eat it.What is it... Read More

How To Get Face To Face Over The Phone

One disadvantage of selling by telephone is the lack of... Read More

YOUR Future Profits -- Protect Source With CARE

At 21 years, just out of Business College, I went... Read More

5+5 = Your Dream

JOHN DI LEMME ON "5 + 5 = Your Dream"... Read More

What Do Mobile Auto Detailers Clean When it Rains?

A mobile auto detailer and their profits are tied to... Read More

Everything in Life is Selling

Robert Louis Stevenson said 'Everything in Life is Selling' and... Read More

Never Stop Selling

The question: "When should a growing company slow down its... Read More

Caring - The Secret Sales Strategy

Sales information resource Just Sell, calls caring "sales love". Here's... Read More

How To Profit From Initial Consultations

"I'd love to work with you, but?"How many times have... Read More

A Little Something Special Goes a Long Way

Keeping the 80/20 rule in mind; that is that 80%... Read More

Business is Great; I?m Just Not Selling Anything!

Awhile back you had a great idea. An idea that... Read More

Success Reloaded: The Matrix

So the other day I'm watching the movie The Matrix,... Read More

Your Proposal Was Rejected... But Why?

When a request for proposal (RFP) comes in, you get... Read More

The History of Sales: Dale Carnegie is Still with Us

I've recently been hearing sales companies talk about how they... Read More

Prepare to Sell!

Sales is a critical part of any business, including non-profits.... Read More

How To Write A Riveting Sales Letter That Closes Sales

How do you get people's attention and build their interest... Read More

Create A Killer Product by Writing Your Sales Letter First!

You may not realize this, but when if you are... Read More

Selling the Difficult: How to Sell What People Dont Understand How to Buy

I'll play a seller, using conventional selling methods, selling something... Read More

A Look at Store Fixture Parts

Products for sale need to be displayed in a manner... Read More

Forgive All Ebay Sins!

Over the years, I have been amazed at... Read More

Selling with Purpose

Selling With Purpose What is it about selling that makes... Read More

My Competitor Has a Better Product

The topic of this issue's article is a response to... Read More

Why USPs Dont Work

The USP (Unique Selling Proposition) is based on the assumption... Read More