This article is an excerpt from one of the many sales training programs dealing with consultative selling delivered by Mark Hunter, The Sales Hunter.
Every sales call you make needs to include the Aca,!A"Learn, Teach, SellAca,!? concept. TodayAca,!a,,cs customer has many options available to them. Rarely are we in a position to sell to a customer something that is so unique and compelling that they have no other choice but to buy from us. To help create a competitive edge in the marketplace, we must find ways to distinguish o-u-r selling process from o-u-r competitionAca,!a,,cs.
One of the most effective ways to do this is to use each call to Aca,!A"learnAca,!? something about the customer and to Aca,!A"teachAca,!? them something about the business. When we take the time to both Aca,!A"learnAca,!? and Aca,!A"teachAca,!? the customer something, then we have earned the right to Aca,!A"sellAca,!? them; this is an consultative selling approach.
Aca,!A"LearningAca,!? something about the customer is absolutely essential if we are going to be in a position to help identify their true needs. Therefore, the questions you ask must allow you to gain information that can be used either in the current call or at a later time with the customer. An example might be finding out from a customer what their financial limits are.
Aca,!A"TeachingAca,!? is the way we can help the customer become more qualified in their position and, in turn, make better decisions. Teaching them something should not be centered on the products or services we offer, but on the industry and business practices. The key is to provide them with practical information. By doing so, you will demonstrate that you are interested in helping them be more successful, rather than just selling them something.
The final step is to Aca,!A"sellAca,!? the customer. Naturally, we want to sell our products on every call. However, reality reminds us that many times there are objections and other issues that must be overcome before the customer will buy from us. Still, it is essential for us to Aca,!A"sellAca,!? on every sales call, whether it is simply selling our integrity, our listening skills, or our personal style.
In the end, we have been successful if we have earned the right, privilege, honor, and respect to call on the customer again. This is best achieved when weAca,!a,,cve taken the time to first learn from them, and, second, teach them information of benefit.
Mark Hunter, Aca,!A"The Sales HunterAca,!?, is a motivational sales speaker and industry expert who addresses thousands each year on how to increase their sales profitability. For more information on his sales training or to receive a free weekly sales tip via email, contact Aca,!A"The Sales HunterAca,!? at
www.TheSalesHunter.com.