In consultative sales , sellers do more than sell. They listen, investigate, analyze customer needs and seek solutions to real problems faced by companies. This approach is a perfect fit with new consumption habits, driven by the internet and the ease of access to information. But despite fitting so well into today’s market, consultative selling is not a new concept. The idea first came up in the book Consultative Selling by B2B seller Mack Hanan in the.  Some cutting-edge companies and professionals have embraced this “revolution” in sales over the years, but the concept has never gained as much traction as it does now. Most of the buying process happens before contacting the seller Today, the purchase decision-making process, whether B2B or B2C, is stronger even before the seller arrives with his sales pitch. After all, he no longer holds a monopoly on information: it is on the network for anyone who wants to access it.

What are consultative sales

A study by the CEB Marketing Leadership Council shows that at least of the buying process takes place before direct contact between the buyer and the company. And in some cases, this percentage can reach. This just Chinese Thailand Phone Number List goes to show what a lot of people already know, and it’s the foundation of digital marketing : most people search online for the product or service they want, analyze consumer reviews and social validations from the company. And only then does it look for the industry to acquire the good or service. Consultative sales increase the proximity of the salesperson to the customer and generate more trust in this relationship. As a result, they increase the average ticket, the speed of the purchase cycle, the loyalty rate and word-of-mouth advertising. But are consultative sales really that important to the company.

An important point of sales is to understand

That they are driven by changes in B2C sales. Despite the differences in the buying journey, both are made by people. And they got used to the facilities on a daily basis. Among them, the speed and practicality in closing BTOC Database the purchase. Excellent service and personalized experiences offered, in large part, by the development of e-commerce . The big question, therefore, is precisely the gap between B2B and B2C practices. Reducing this gap in relationships with other companies manages to generate more value in the B2B journey, getting closer and closer to the agile and personalized experience of common sales. This is precisely what consultative sales can promote in the B2B environment. A Gallup survey shows that of B2B customers are willing to look for new suppliers. And why? Companies that sell to other companies consistently fail to meet their customers’ real needs. With consultative sales , the company does not just sell a product or service. But a solution to a previously detected problem.

The post What Are They and How Do They Work? appeared first on B2C Database.