THE CONSULTATIVE SELLING TOOL USED TO UTILIZE YOUR NATURAL STRENGTHS

Uncover the prospect’s need while establishing trust and credibility.

An important part of selling is highlighting your product. You must find a way to engage your prospects once you have a clear understanding of who they are.
In order to get a prospect excited about your product, you should talk about them rather than your product. The reality is,the best way to get a prospect excited about your product is to develop a relationship and find out what he is looking for from your product. It is key to establish a strong foundation and a good connection between you and your prospect.
This information can only be ascertained by listening to your prospect rather than by talking about your product. Keep in mind at all times that finding out what the prospect thinks is more important than talking about your product. Close your mouth and open your ears during a sales call and two things will happen: you will discover what your prospect values; and you will develop trust that forms the foundation of a good sales relationship.
Consultative selling is the number one way to close more sales. It is an approach that shows you have the ability to focus on the needs of others. It shows you listen to others, put the needs of others first, and problem solve by listening carefully.
It makes sense. What do most people care about? Themselves! Life is full of examples of people wanting to talk about themselves: At parties, on the job, when they have problems. So indulging your prospect in this not only makes them feel good and establishes you as someone they enjoy talking to, but it enables you to learn what they are looking for. Once you have developed a bond and learned this, nothing can stop you from accomplishing your goal.