Consultative Sales Coaching & Training
What is Consultative Sales?
The goal of B2B consultative sales is to sell to good-fit prospects, and equally important, keep the converted good fit clients. In a nutshell, sell more and keep more clients.
Consultative sales brings the flavor of pure consulting best practices into the B2B sales process, without losing sight of the fact that salespeople make their living by closing deals.
It's a guide sales style, and the middle ground between order taker and sales-y selling.
Order taker sales style: too passive to lead prospects. Limited or no closing skills.
Sales-y sales style: "let’s say it’s for you, but it’s really for me." Tricks and strong arms to close deals.
Guide sales style: earns business trust, excels at identifying product fit opportunities. Solid closing skills.
Buyers are irritated by sales-y sales reps and they hardly remember order takers. For help negotiating a buyer's journey, buyers look to salespeople with a guide sales style.
A consultative sales approach is a natural way to sell. It doesn’t take long to learn, if you have the proper support.
A taste of the training (free!)
We work with B2B software entrepreneurs, founders and salespeople who would like to adopt a consultative approach to sales and customer success.