To Pitch or Not to Pitch, Consultative Sales is Out of The Question
Posted by George Athan on February 8th, 2019
This topic is discussed very often in the sales world. Just like inbound marketing, there's a time and place for consultative selling, but the initial stage of an outbound marketing campaign is not it. Your goal is to create processes that will allow you to be proactive in your approach to building your business rapidly. To do that using outbound, we must bring our 'foot-in-the-door' product (or service) directly to the people who need it most, who have the budget, and the authority to say YES. The consultative sales approach is very effective when you're going through your discovery process or doing a needs analysis, because it demonstrates that your goal is only to find the best solution for the client, not to force one specific solution down their throat. Consultative selling works well in in-bound marketing because the prospect is coming to you and, like a doctor, you must understand everything that's going on before you can make a diagnosis. But when you're the one approaching and asking for a busy executive's time, you must immediately offer something of value in exchange for that time. The best way to do this is to go in with knowledge of the challenges your prospect is facing and offer to provide a solution to those problems. Your research will give you the knowledge you need, and list seg-mentation ensures that you are speaking directly to the needs of each prospect.
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About the AuthorGeorge Athan
Joined: September 13th, 2018
Articles Posted: 10
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