Today’s buyer is savvy. They want more than a transactional relationship. They want suppliers to be trusted partners who can add value and insight to their environment and help them achieve competitive advantage.
Try the below 5 Tack TMI tips to be come more consultative in your sales approach:
- Understand buying motivators. Investigate the client’s needs & wants to establish the real issue they are trying to solve
- Highlight value & competitive advantage. How will your product or service help the customer achieve their goals & a competitive advantage?
- Position yourself as an expert. Buyers want to be educated with new ideas. Provide insights on trends & market changes to add greater value
- Develop a range of questions. Ask buyers powerful questions to challenge current approach and encourage different thinking to drive processes forward
- Present the numbers. Understand financials & how your offer will help the buyer achieve their results
