Sales advice or sales coaching, get trained
The era of treating customers like sheep is over. Nowadays, consumers are immersed in a plethora of choices in terms of products and services. More aware, they are also more in control of their purchasing process. The ideal sales approach is to truly support customers through questions that identify their challenges and issues. The salesperson will use this information to propose the solution with the highest added value. This is known as consultative selling or coach selling.
Optimisez votre processus de vente en passant en mode conseils vente ou vente coach. Chez KESTIO, nous proposons la vraie formation de vente qui va propulser vos commerciaux à un niveau supérieur.
Sales advice and sales coaching: The imperative to sell more easily
The fairly recent concept of sales consulting is part of the best practices of modern selling for selling effectively. At the beginning of industrialization, when companies were starting to invent products, there was the relational salesperson whose mission was to demonstrate to future clients how the product works. Then, factories multiplied and products began to flow in, and we saw the salesperson in seller mode who had to go hunting for clients. However, with these sales practices, you can get a sales promise from a client who doesn't really need it. You have surely experienced or heard about purchase orders that had to be canceled following a retraction by clients. Apparently, they did not sign of their own free will or did not even have the means. However, faced with the technique that allows selling anything to anyone, they ended up giving in. With this way of selling, it is not surprising that salespeople have a bad reputation.
Those who try to sell things we don't really need at all costs
Unlike traditional sales approaches, the consultative sales approach aims to break away from the image of a salesperson who only wants to make a quick sale. Essentially, it involves selling a product to a customer who genuinely needs it. To attract a potential client, the sales advisor starts by understanding their needs. They then highlight the benefits that their future client can gain from their products. Ultimately, it's about selling a solution and, above all, selling it correctly. This approach applies in both B2C and B2B to improve sales.
From salesperson to sales consultant and sales coach
There is a learning path to move from the position of a demonstrating or selling salesperson to that of a consulting salesperson and a coaching salesperson. Thus, to master the consultative selling approach, the salesperson must develop the following qualities:
The ability to listen: The goal is not to accelerate the sale but to better market a product or service. The sales consulting approach is based on listening to the customer in order to better understand and analyze their needs.
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The desire to succeed: The sales advisor sees beyond commissions. For them, each prospect is a new challenge to overcome. They take the time to get to know them and create an alliance that in most cases leads to the signing of a sales contract.
Passion: Like any profession, you can't be a salesperson by chance. It takes real passion to delve deeply into the role of a consultative salesperson.
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The desire to evolve: Products, the market, customers, and competitors are constantly changing. To be perfectly aligned and offer the best solutions, the sales representative must continuously learn.
Our training courses for successful selling
It's high time to improve your company's sales performance by adopting techniques for easy selling. It's not just about selling faster, but also about selling well. To increase your chances of selling, you absolutely must stand out from your competitors. Therefore, put all the chances on your side by strengthening the skills of your sales teams.
Chez KESTIO, nous proposons des formations en conseils vente pour vous permettre d’atteindre vos objectifs commerciaux dans les meilleures conditions. Obtenez également l’accès à des contenus en ligne et des webinaires d’experts commerciaux sur notre plateforme. Sachant que chaque commercial est unique, nous partons sur une évaluation des commerciaux avant d’entamer la formation. Un assessment commercial individuel permet de déterminer le style commercial de chacun et, par la même occasion, d’identifier ainsi ses forces et les points à améliorer.
Closing a sale is an art that requires skill and experience. More than just marketing theories, we will provide your sales representatives with marketing practices whose effectiveness has been verified through years of application. In other words, they will have the keys to implement a sales consulting or sales coaching approach.