Using various techniques to increase your sales, such as consultative selling, are a staple of doing business in the world today. As someone who has been in sales for the better part of two decades, I am always on the lookout for new techniques and angles that will get my numbers up. As anyone who is in this business can tell you, you are sinking if you are not always increasing your numbers. Exceptions can be made if the economy is in a truly lousy slump, but generally you need to move your products. A great salesman can do this in any economic condition.
That doesn’t mean I learn a technique and just stick with that forever. I like to try out different strategies to see what works best. Frankly, in this economic system what works with one set of customers might not work with a different group of customers. You need to have a grasp on various sales techniques and instinctively know when to deploy them. It’s a real juggling act, and one that most people cannot do. Consultative selling, however, is one technique that I’ve found works in almost any situation. I often lead with it and am rarely disappointed.
I think one of the things I love about this technique is that it requires you to learn a lot about your customers. You learn about their business and concerns and then use that information to make them want to do business with you. You get a lot of fast buck artists in this business who couldn’t care less about what a customer is doing. They just want to sell them. I’ve found that learning about them and knowing their business as well as they do works wonders when you make the approach. I make all my customers very happy using this technique and you will too.