B2B Consultative Selling | 4 steps to master it today
Posted: Sun Jan 26, 2025 4:14 am
B2B consultative selling is the type of sale in which the sales agent listens, understands and seeks to improve the needs of a professional or company .
Instead of telling prospects what they need, the agent asks them questions to get them to reflect and identify pain points in their organization (known or unknown needs).
Through this consultative approach, prospects end up mexico email list directing their attention to the person who has best listened to them and who also knows how to solve their problems (because they have been responding in favor of the resolution).
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Differences between B2B consultative selling and transactional selling?
Your role in sales is to be empathetic and helpful , providing prospects with the information they need to make an informed purchasing decision.
Unlike transactional selling, where you focus solely on achieving sales objectives, in B2B consultative selling you pursue the same goal but helping your contacts in the process . This makes all the difference.
Consultative Selling
When you have a consultative sales approach you measure success by the impact you have on customers and the results they are achieving with your help .
You focus your message on "the win" and not on the product features. The prospect is not just a number and your relationship grows and consolidates until you become his trusted advisor .
Not surprisingly, this is exactly what your professional and enterprise buyers want, especially when they are purchasing complex, expensive, and unfamiliar solutions.
Instead of telling prospects what they need, the agent asks them questions to get them to reflect and identify pain points in their organization (known or unknown needs).
Through this consultative approach, prospects end up mexico email list directing their attention to the person who has best listened to them and who also knows how to solve their problems (because they have been responding in favor of the resolution).
Banner2 call for download on DIGIPocket Commercial Hybrid Blog
Differences between B2B consultative selling and transactional selling?
Your role in sales is to be empathetic and helpful , providing prospects with the information they need to make an informed purchasing decision.
Unlike transactional selling, where you focus solely on achieving sales objectives, in B2B consultative selling you pursue the same goal but helping your contacts in the process . This makes all the difference.
Consultative Selling
When you have a consultative sales approach you measure success by the impact you have on customers and the results they are achieving with your help .
You focus your message on "the win" and not on the product features. The prospect is not just a number and your relationship grows and consolidates until you become his trusted advisor .
Not surprisingly, this is exactly what your professional and enterprise buyers want, especially when they are purchasing complex, expensive, and unfamiliar solutions.