Sales advice or sales coach, get trained
Gone are the days when customers were taken for sheep. Today, consumers are immersed in a plethora of product and service choices. More aware, they are also more in control of their purchasing process. The ideal sales approach is to provide real support to customers by asking questions that identify their issues and problems. Based on this information, the salesperson proposes 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 tips and sales coaches: the key to easier selling
The fairly recent concept of sales advice is one of the best practices in modern selling. In the early days of industrialization, when companies were inventing products, we used to talk about the relationship salesperson, whose job was to show future customers how the product worked. Then, as factories multiplied and products began to flow in, we witnessed the salesman in sales mode, who had to go hunting for customers. However, with these sales practices, you can obtain a promise of sale from a customer who doesn't really need it. You've probably experienced or heard of purchase orders that had to be cancelled due to customer retraction. Apparently, they didn't sign of their own free will, or didn't even have the means to do so. However, faced with the technique of selling anything to anyone, they finally gave in. With this way of selling, it's not surprising that salespeople have a bad reputation.
Those who try to sell things you don't really need at any price
In contrast to these traditional sales approaches, the sales advice approach aims to break down the image of the salesperson who only wants to sell quickly. Basically, it's about selling a product to a customer who really needs it. To win over a potential customer, the sales consultant begins by understanding the customer's needs. He must then highlight the advantages that his future customer can derive from his products. Ultimately, it's all about selling a solution, and selling it right. This approach can be applied to B2C as well as B2B sales.
From salesperson to sales consultant and sales coach
There is a learning path to follow to move from the posture of demonstrator or salesperson to that of consultant or coach. To master the consultative sales approach, salespeople need to develop the following qualities:
Listening skills: The aim is not to speed up the sale, but to better market a product or service. The sales consultancy approach is based on listening to the customer in order to better understand and analyze his or her needs.
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The desire to succeed: Sales consultants look beyond commissions. For him, every prospect is a new challenge. He takes 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 become a salesperson by chance. It takes real passion to go deep into the consultative sales posture.
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The desire to evolve: Products, markets, customers and competitors evolve. To keep up with the latest developments and offer the best solutions, salespeople must constantly learn to
Our training courses for successful sales
It's time to improve your company's sales performance by adopting the technique of easy selling. It's not just about selling faster, it's also about selling well. To increase your chances of selling, you need to stand out from your competitors. So put the odds in your favor 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 requiring dexterity and experience. More than just marketing theories, we'll provide your sales reps with marketing practices whose effectiveness has been verified by years of application. In other words, they'll have the keys they need to set up a sales tip or sales coach.
