Did you know that 70% of business buyers prefer to avoid interactions with sales representatives?

With digitalization, the buying journey has radically changed. Today, prospects conduct their research and make their purchases independently. To adapt to this reality, it is crucial for companies to rethink their sales strategy. Salespeople must then adopt an advisory attitude rather than simply being salespeople.

Why is consultative selling essential?

When a client hesitates or seeks information, consultative selling becomes essential. The salesperson's role is to adopt a supportive approach. Yet, many salespeople struggle to position themselves in this role and are reluctant to abandon the famous "needs discovery" and the old patterns of argumentation.

On the agenda for this webinar:

• The method for establishing a purchase journey: Adapt your approach to meet the specific needs of prospects. 
• The elements of posture to adopt and the beliefs to let go of for a sales consulting approach. 
• How to develop a relationship of trust with the prospect? 
• Use the sales consultant's tools: Integrate consulting techniques into your sales approach.