Consultative Selling

Consultative sellers are like Formula One race car drivers. They are compulsive thinkers, always testing for optimum results. With the Formula One race cars, the brakes are always being tested; so are the tires, the engine, and the steering. For a consultative salesperson, this correlates to investments and their returns, net present values and paybacks.

Consultative Selling is profit-improvement selling. It is selling to high-level decision making partners who are concerned with profit improvement in an organisation. Consultative Selling is selling at high margins so that you can get a share in the profits that you help improve. This is the essence of Consultative Selling.

The most critical difference between Consultative Selling and vendor selling is the way the two methods deal with price. Vendors base their price on costs. Margin is their way of asserting their right to a “fair price.” While consultative salespersons base the price on their value-addition. They consider margin to be their responsibility, not their right. To them, it is their responsibility to add sufficient value to a partners business, which will in turn add to their margin.

Methodology or Strategy

According to Magnum Opus, Consultative Selling is a philosophy rooted in HANAN’s formula for increasing profit margin sales and high profit sales. A salesperson who learns the art of Consultative Selling, develops a holistic and nuanced understanding of the partner’s needs and fulfill them with customised solutions. 

The Experiential Consultative Sales Process used by Magnum Opus during the workshop focuses on the experience that a potential partner  feels and sees during their interactions with the Sales Consultant. It’s about the how you find ways to provide value to your partner and make it all about them.

Learning Outcomes

Sales Transmutation

Salespeople will exhibit dramatic improvement in the quality of sales calls by bringing organisation-wide consistency and discipline to how sales calls are prepared for, structured, and executed.

New Age Sales Techniques

Salespeople will learn via LIVE case studies and group discussions in order to overcome intimidation during sales call through role play & technology.

Play At High Margins

Salespeople will learn about HANAN’s formula for increasing profit margin sales & high profit sales.

From Salesman To Business Partner

Salespeople learn how to discover client’s needs and the ability to persuasively link these needs to available solutions, resolve objections and resistance in a client-focused manner.

Advanced Selling Training

Salespeople will get trained in Needs-based selling techniques that  will provide a questioning strategy to more effectively uncover client needs and enable product positioning that is strategic and buyer-focused.

4 Step Selling Model Strategy

A four-step Model to resolve any objection.