There are 7 critical components of the purposeful consultative sales conversation

Are you still trying to talk your way through each one?

As salespeople, we already know the power of questions. And we already know that asking our way through the sales conversation is always more effective than trying to talk our way through it.

So why do so many of us continue to talk more than we ask?

To sell effectively in today's market, you need to stop thinking presentation, and start thinking consultative and purposeful conversations.

The Purposeful Sales Conversation

A purposeful sales conversation is an interactive dialogue.  Rather than a one-way presentation, this process lets you explore, collaborate and co-create solutions with your client based on their current challenges and goals. Instead of pitching your client, you're coaching them towards a solution.  And instead of making feature/benefit statements, you're asking thought provoking questions that get to the heart of your client's situation, so you can lead them towards the products and services that are relevant to and customized for them. 

The result? Your client stops thinking of you as a salesperson, and starts thinking of you as a valued advisor they can trust. You understand their business, and you're there to help them succeed.  And they're happy to invest their time and their money with you, because you're providing more than just a product or service – you're providing value. 

Consultative Selling Approach* (the condensed version) Open & build rapport Introduce yourself & your business Get commitment to participate Ask Questions – open, clarifying, expanding Summarize & prioritize Co-create & collaborate solutions Get the next step *Source: CPSA

7 Critical Components

At Teneo Results, we have identified seven critical components of the sales conversation – from building rapport to probing for needs and wants to building trust.

And because we know that conversations are dynamic and fluid, we show salespeople how to follow the conversational flow while still maintaining control and ensuring that each component is addressed.

The result is a natural sales conversation that builds confidence, trust – and results.