A few years ago Lou Diamond

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Closing a pitch shouldn’t be a quick list of product or service features and then praying that the prospect will jump on board. You need to give potential customers the opportunity to experience your solution for themselves and then make a decision on their own time. For example, to win over potential customers who want to look good in front of marketing executives, show them some relevant results instead of just listing your product features. Use relevant case studies that solve similar pain points such as increased conversions and more website traffic. Show your evidence through screenshots or analytics charts that you can solve your prospects’ pain points. You’re more likely to hit a home run by doing your homework before closing a deal.

The Five Principles of Consultative Selling Real World Example Let’s start with a real sales story, president and CEO of Sales Force Development Corporation, held a seminar for some Merrill Lynch financial advisors. The purpose of the workshop is to help consultants Email Marketing List develop an effective consultative sales approach. You can use this strategy to great effect in your own sales meetings during the role-playing portion of the workshop One of the consultants had a big breakthrough. This particular consultant is trying to win the business of an elderly woman whose husband has recently died. Although she was quite wealthy she never took any steps to manage her finances.

The counselor met with the woman several times. Time and time again, he tried to make her understand that if she didn't act soon her children would bear a huge financial burden. So Diamond asked the consultant to pretend that one of his colleagues was the old woman and demonstrate a conversation. After the two failed to reason with their colleagues over and over again, the consultant finally got angry and stood up and said, "Don't you see? I care more about your money than you do." The whole room made a "Wow" sound, Diamond said. It's so powerful. He not only said it but believed it. Developing an effective consultative sales approach relies on certain sales techniques techniques and best practices.