How to start a career in consultative sales?

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This strategy is common in institutions that operate in the B2B market, that is, they are companies that negotiate with a client and suppliers that are not exclusive.

This sales model focuses primarily on solving problems that may affect customers.

Professionals seek to add value to their business, which is why the consultative sales process begins even before the salesperson has first contact with the customer.

This article will certainly help you understand how consultative selling dental email database lists works. Keep reading to learn more about this strategy!


What is consultative selling?
First of all, consultative selling is a sales method where the salesperson acts as a consultant.

In other words, he listens to the customer and seeks to meet their needs according to what is most appropriate at that moment. The consumer is considered a priority.

During consultative sales, the professional becomes a partner.

He understands the situation, listens and seeks efforts to solve the problem.

The main concept of consultative sales is to position yourself as a consultant and understand the profiles of your customers, meeting their needs with information that generates value. In short, the consumer becomes a friend of the salesperson, understanding that the salesperson is there to help and not just sell.


Differences between consultative selling and traditional selling
As previously mentioned, consultative selling is when the salesperson seeks to understand the needs of their customer and offers what they are looking for and need at that moment. It is nothing more than a specialized consultant who is there to solve problems and satisfy the customer.


On the other hand, traditional sales only seek to close the sale, there is no concern about the customer's problems.

What differentiates the two sales models is precisely the marketing plan and the study that is carried out on the potential client before making the offer.

Advantages of consultative selling
Consultative sales have become an excellent way to approach customers and sellers.

When we talk about companies, this reflects positively, ensuring fewer cancellations and more completed sales, in addition to satisfied customers.

See below some advantages of this sales strategy:

More satisfied customers: when the problem is solved in the best way, the customer is satisfied, which generates great results;
Fewer cancellations: with the alignment of expectations between product or service, it becomes more difficult for purchases to be cancelled;
Higher referral rates: a satisfied customer is the gateway to new customers. A referral is worth more than any strategy, the famous “word of mouth”;
Increase in the average ticket: consultative sales promote an increase in the average sales value in a given period. Where the average ticket is a performance indicator and shows the advantages that the company is acquiring.

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