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KAS Placement Reviews - Sales Terminology:
Defining Consultative Selling:
When searching for any type of sales, sales management or executive level business development job (including entry-level and even marketing), our sales recruiters suggest that you have a very firm grasp on this so very basic, yet so rarely executed sales methodology:
KAS Gives a Brief Review of Consultative Sales / Selling
Consultative Selling - consultative selling is the most widely known, most widely implemented sales strategy among business development professionals throughout all industries.
However, that implementation does not mean success of any kind.
What is Consultative selling?
Because many authors have given the term a different spin, we will generalize and define consultative selling as the uncovering of a prospective clients' needs through asking the prospect pertinent, intelligent inquiries regarding their needs for that particular product / service.
Where the sales methodology falls short:
It sounds great and many sales professionals do ask questions, though most fail to listen as they are attempting to sell you a particular product or service regardless of your answer to their question.
This is due to many reasons and it is not always the sales professional's fault, but two of the main drivers for a lack of successful implementation of consultative selling tactics are:
1) Industry Knowledge - many business development professionals don't take the time to learn the clients' industry or, in most instances industries and, therefore just pitch whatever product they feel most comfortable selling.
2) Need to Hit a Past Due Quota - from what our sales recruiters and headhunters have seen after thousands of interviews with business development professionals is that these individuals feel a tremendous amount of stress due to pressure from upper management to reach unobtainable goals.
Therefore, this stress ends up manifesting itself into a lack of listening and, eventually just morphs into the sales rep. pitching the most expensive all of the time.
This is regardless of the prospect's needs and ends up carrying a very high opportunity cost.
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