​6 Key Steps in Using the Consultative Sales Process to Win Clients

The consultative selling process is a sales technique where the salesperson and the potential client discuss the prospect's needs in order to find the best solutions for the prospective client. Together they come up with a plan to reach the goals that the prospect wants to accomplish. There are 6 key steps to follow in order to close the sale and win the client.

1. Research the Client-The first step in consultative selling is to research the prospective client. Use as many resources as you have available to find out as much as you can about their company. Take information from their social media, the company website, and even Google. Learn their strengths and weaknesses well before you meet with them.
2. Build Rapport/Credibility-When meeting with the prospect, use your research to build rapport with them. Make them comfortable and open the lines of communication. Ask them detailed questions to get them talking about their goals and how they hope to achieve them. 
3. Needs Analysis-Now that you have your research on the background of the potential client and you have used the research to build rapport, the next step is finding out what their needs are. How does your product or service fit into their needs? How can you tailor what you offer to the client?
4. Uncover the Client's Pain-What is it that the prospect needs most? Listen to the prospect to find out what their true needs are. 
5. Propose a Solution-After actively listening to the prospect, pitch them your solution. Show them how you can solve their problems and help them achieve their goals.
6. Close the Sale-Ask for the sale. Handle any objections and answer any questions the prospect may have then ask for the sale again after handling objections. 

After the sale, follow-up with the client so that they maintain their rapport with you and their needs continue to be met. For assistance with all of your marketing needs, contact us.

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