Webinar

As you've probably noticed, customers are less and less available and more in control of their purchasing process.
Each of us must then develop our techniques to succeed in co-creating with them in order to involve them around our products and services.

The major sales tool, Questioning, is a real asset! It allows you to establish a "consultative selling" approach with your client and thus provoke real awareness.

Join our President Fabien Comtet in the second part of our Webinar saga "The Art of Kestioning". He'll reveal 4 secrets for mastering Kestioning techniques, used by dialogue and coaching professionals but still too little known by salespeople!

The 4 sales representative styles

Each salesperson is unique, possessing their own characteristics, strengths, and areas for improvement. However, 4 main types of salespeople can be distinguished:

• The demonstrator, or the relational salesperson,
• The seller, or the hunter salesperson,
• The advisor, or the consultative salesperson,
• The coach, or the challenger salesperson.
  
  

To move towards a « consultative selling » mode, it is then necessary for the salesperson to move towards the last two types of salespeople, without denying their natural profile. Indeed, the "consultant" and "coach" salespeople are more oriented towards the value provided. They focus on fully identifying the challenges and problems of their clients in order to offer the product and/or service with the highest added value over time. By adopting this « consultative selling » posture, the salesperson then helps the client to step back and identify solutions with them.

Want to know which type of salesperson you are? Take advantage of an exclusive discount on our individual sales assessment with the code WEBINAR50 and discover your profile! To take advantage of the discount, click here.

Consultative selling: creating an alliance with your client

To truly adopt a coaching stance, it's essential to establish a common ground of understanding between you and your client. But how do you create this alliance?

One solution is to question your client to guide them in their thinking... What result do you expect from our exchange? What is most important today? How can I help you? In consultative selling, the goal is to validate an objective with your client. 

To discover other keys to implementing a sales coaching approach and adopting a coaching posture, check out the replay of our Webinar!