4 Types of Selling Strategies for Sale Consultants

by Cornelius N. Business Consultant

Maintaining relationships with clientele is no easy task. Sales consultants go between strategies to solve problems. Read about which works best for you.

Script-based strategy

Delivering sales pitches on the spot is a skill, and some people are just naturally good at it. Whether it’s learned or inherent, one thing’s for sure, it’s still best to come prepared.

Its name is pretty self-explanatory: In order for the consultation to go smoothly, the sales representative would memorize the important details of the products or services being offered by the marketing consultant to comply with the interests of the client. These scripts are standardized for anyone in the marketing team to relay to the customer.

Needs-satisfaction strategy

Typically clients of a certain demographic would have similar needs, and so for a company to meet them effectively, sales professionals turn to the SPIN model: It stands for Situation, Problem, Implication, and Need-Payoff.

First, you need to establish what the current situation of the buyer is. Next, identify what the problem could be. Then, find the causes and effects of its source. Finally, present how as a marketing consultant you can provide a solution to this need. You can therefore satisfy the customer’s needs through this simple yet effective approach.

Consultative selling

Much like the previous approach, consultations deal with helping buyers find answers to their questions. Although the conversation can move into a deeper discussion because of a complex problem, most times it only ends after the presentation of the first solution.

In the event that the Implication stage of the model extends, the alternative is to provide a more customized, special solution for the buyer. Of course, customers must be prepared for a higher budget than for regular services, and it may even take months to solve, but hopefully the consultation will foster stronger ties between both parties so that the arrangement is mutually beneficial.

Strategic-Partner selling

In the instance that the client can offer something in exchange for the company’s services that would contribute greatly to the growth of the business, then more meetings will be scheduled for a partnership. Now, as stakeholders to parallel goals, the two parties will invest resources and share expertise with each other to expand the industries.

The takeaway from this is to learn which one is most efficient to use when dealing with a client during a consultation. Sales consultants must know how to represent the company when speaking with marketing influencers not only to leave a good impression, but to build an effective working relationship. This comes with age and experience. There are a lot of sites where you can find retired professionalss and align your business goals with them. Join and connect with your match today.