If you want to succeed at consultative sales for the long-term, you need put in the time and hard work. You cannot rely simply upon good luck.
Consultative selling training is all about getting to know your customer…really well…and then adding value and keeping in touch so you can continue to build the relationship and track their changing needs.
There are a variety of software applications that can help you effectively organize customer data in way to make it easier for you to really know your clients. You just need to find the one that fits your sales process and offerings best…the one that tells you who your customers really are and how they behave…and then use it in a disciplined way.
At the very least, you want a system that, for each customer, provides:
- Accurate contact information
- The source of the lead
- A complete record of all interactions
- The dollar value of purchases and buying trends
- Prompts for maintaining regular touch points
Then the more data you have, the better. If yours is a relational sale, for instance, you will want to fill in some personal background such as family and interests.
Use the software to help you rank your clients and plan your time for maximum productivity. Use it to extend your network and be sure you are contacting the real decision makers. Use it to understand how you can adjust your approach to improve your conversion rate. The tool is your ally in getting to know your customer and achieving sales success.
Learn more by going to http://www.lsaglobal.com/solution-selling-training
