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Stop Selling; Start Consulting!

Submitted by Mitch Seigel on Tues, 12/4/2012

How many times have you asked some questions of a customer and the answers you get have you saying to yourself, “This will be an easy sale!”?

It is at this point where you have to make a decision. Do you go for the sale or do you continue to learn more about the needs of the client to validate your thoughts?

The cut throat salesperson will go for the sale immediately. The true consultant, looking to build a mutually beneficial relationship, will hear the answers to his or her questions and dig deeper for more information to truly learn about the client.

You’ll face this point in the sales process countless times, and it is always advisable to act as a consultant. It’s not about the sale you make for the now, but how this prospective client turns into a trust active customer. Sometimes it is not easy to do, but it must be done if you expect to grow your business and reach the goals you have for your business or position with a company.

Stop selling and start consulting. Ask appropriate questions, listen to the answers, and then present your products and services based on what you have learned. Repeating these steps will undoubtedly lead you to the level of success you desire to achieve.

What are your challenges when it comes to consulting your clients? I look forward to hearing your comments. Until next time…