What should a person do who needs a product but doesn’t know which one? They don’t know what product to buy, what characteristics it should have, and whether it’s even possible to solve their problem. In this case, consultative sales can help — an effective but expensive option. It takes a lot of time to negotiate, but it’s worth it.
Consultative selling is a special technique built on a trusting relationship between the manager and the client. The manager studies the buyer in detail and then looks for ways to satisfy needs, even if they are extremely individual.
The most important rule of this noreply email address: why stop method is to become a friend and assistant to the client: to identify their pain points and offer a solution. With this method, the seller switches to a trusting, human communication, and strives not to “palm off” but to help solve the problem.
Stages of consultative sales:
- Positioning;
- Study;
- Negotiation;
- Individual solution.
The consultative technology is connected with the formation of needs and selection of options for their satisfaction. And the more serious this problem is, the faster the client will want to solve it.
To understand what is bothering the consumer, the manager uses the SPIN technique. This is the most famous technique for selling expensive and complex products. It is included in the basic set of tools of any marketer and entrepreneur.
How the SPIN model works
The SPIN technique involves how a startup used targeted lists to x their sales the seller consistently asking the buyer questions of four types . In this way he leads the client to a deal, and the client seems to convince himself.
Here are the four groups of questions:
- situational – clarify the client’s situation;
- problematic – draw the buyer’s attention to the problem that needs to be solved;
- extractive – show the client the benefit of solving the problem;
- Guides – lead the buyer to the deal.
Let’s look at some examples
- How many (employees)?
- What (equipment do you use)?
- With whom (does the data exchange take place)?
- How (is access organized)?
- What (do you use for the drill)?
Problematic (hidden needs):
- Are you sault data satisfy (with the speed of work)?
- Are there any difficulties (in operation)?
- What difficulties do you face?
- Have you encountered (shortages)?
- What are the difficulties with (getting feedback)?
Extracting:
- Does (delay) lead to (loss of customers)?
- How does (technical inspection) affect (production)?
- How often does (breakdown) lead to (customer loss)?
- You can’t (skip a step)?
- Does this result in (shipment delays)?
Guides (explicit needs):
- Is there a need for (possible need)?
- How useful would it be to solve (problem)?
- Would you like to improve (possible need)?
After the guiding questions, the client determines the benefits for himself.