Professional Selling Skills Training: Questions and Consultative Selling

There are so many varied definitions of "consultative selling" that have surfaced over the past several years that it makes me sick.

My definition? Consultative selling is asking questions that allow the customer to reveal their true needs, thus allowing you to work with them to help develop a solution that goes beyond solving their basic needs / pain to, ultimately, achieving a higher level of success or satisfaction. It begins with the questions you ask and the quality of the listening you do. It concludes with you delivering what will exceed the expectations of the consumer, regardless of what you initially expected.

Professional Selling Skills Training: Better Questions to Close More Sales

You will close more sales when you ask better questions. To help with this on-going problem, I've created a spreadsheet designed to help you develop better questions. You can download it from my website: www.TheSalesHunter.com. Scroll to the bottom of the home page to find the links. By following the instructions to complete the spreadsheet and using the process for two weeks, I guarantee you will improve your closing ratio. Please use this blog to let me know your results. Also, if you have any questions about how to use it, feel free to email me or pose your question on this blog. For additional ideas on how to use it, I encourage you to download the free audio from iTunes (keyword: The Sales Hunter).