Apply consultative selling to negotiate with large companies
Posted: Tue Dec 17, 2024 5:16 am
Technology is making traditional salespeople extinct.
Between 2005 and 2017, American pharmaceutical companies laid off 66% of their sales staff.
For self-service and low-ticket sales, buyers no longer need a salesperson. They are well informed.
When it comes to selling to large companies, things are different. Salespeople are needed, but not the usual ones.
Despite being better informed than ever, buyers at large companies have many questions:
Enough information clarifies.
Too much paralyzes.
If a purchasing department 30 years ago bulk sms myanmar had to buy 100 computers, it couldn't google their specifications, but it didn't need to:
They were either IBM or Macintosh.
The purchase of business solutions today is not like that and salespeople are responsible for accompanying the customer in the search for the perfect solution for their problem.
How to approach the purchasing process of a large company .
How to get leads through Account Based Marketing .
How to get leads through cold emails .
How to qualify these clients .
Now comes the time to accompany these leads through a process called consultative selling.
And that's what we're going to talk about in this lesson.
What is consultative selling for large companies?
This is where the seller, instead of just selling their products to potential customers, acts as a consultant.
Selling their product takes a backseat while advising the customer takes center stage.
It is based on a premise that we at efficy are big fans of: putting the customer at the center of everything.
And for sellers to be able to do this, they need 2 things:
Know your market and your product very well.
Make an effort to understand your leads well.
Striving to understand leads well has been misunderstood
Understanding leads and helping them has become a priority among salespeople, and that's why, according to a Gartner study:
86% of B2B marketers agree that “helping the customer consider all their alternatives is important.
79% say they “are very flexible with customer feedback even when I don’t agree with the direction they’re taking.”
68% believe that “providing more information to customers helps them make better decisions.”
Between 2005 and 2017, American pharmaceutical companies laid off 66% of their sales staff.
For self-service and low-ticket sales, buyers no longer need a salesperson. They are well informed.
When it comes to selling to large companies, things are different. Salespeople are needed, but not the usual ones.
Despite being better informed than ever, buyers at large companies have many questions:
Enough information clarifies.
Too much paralyzes.
If a purchasing department 30 years ago bulk sms myanmar had to buy 100 computers, it couldn't google their specifications, but it didn't need to:
They were either IBM or Macintosh.
The purchase of business solutions today is not like that and salespeople are responsible for accompanying the customer in the search for the perfect solution for their problem.
How to approach the purchasing process of a large company .
How to get leads through Account Based Marketing .
How to get leads through cold emails .
How to qualify these clients .
Now comes the time to accompany these leads through a process called consultative selling.
And that's what we're going to talk about in this lesson.
What is consultative selling for large companies?
This is where the seller, instead of just selling their products to potential customers, acts as a consultant.
Selling their product takes a backseat while advising the customer takes center stage.
It is based on a premise that we at efficy are big fans of: putting the customer at the center of everything.
And for sellers to be able to do this, they need 2 things:
Know your market and your product very well.
Make an effort to understand your leads well.
Striving to understand leads well has been misunderstood
Understanding leads and helping them has become a priority among salespeople, and that's why, according to a Gartner study:
86% of B2B marketers agree that “helping the customer consider all their alternatives is important.
79% say they “are very flexible with customer feedback even when I don’t agree with the direction they’re taking.”
68% believe that “providing more information to customers helps them make better decisions.”