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Consultative Selling and its cousin, SPIN selling, are newer generations of the "Desires Selling" of the 1960's. They have been hip with salespeople for nearly two decades - with smart reason. In nowadays's business climate, Info Overload is not just a buzzword; individuals are overwhelmed with data. They will welcome assistance in tuning out the noise in order to tune into a viable resolution to their problems. A concerned, [link widoczny dla zalogowanych] useful salesperson could understandably be embraced as an Advisor or Consultant.

The Consultative Selling Method appears well-suited to the needs and challenges of today's customers. Yet, in my view, consultative selling is most typically implemented in such a approach that it's just a new name for the same old manipulative sales games.
Let's start with nomenclature: A salesperson who refers to her- self as an Advisor or Consultant is actually misrepresenting her true agenda - to earn a commission. A salesman's primary objective is NOT to 'facilitate' her clients and customers- she desires to make money. If receiving cash for her sales efforts weren't attainable, she would be doing another kind of work.

Real consultants and advisors charge [link widoczny dla zalogowanych] a fee for their advice. Sensible advisors create *their client's* best interests paramount. How many salespeople frequently advise their shoppers not to buy their product or service, or to buy from their [link widoczny dla zalogowanych] competitors?
By implication, advising encompasses full disclosure, together with warnings regarding the 'down' sides of choosing an option. Most salespeople are very smart at explaining the features and advantages of their products and services. How many salespeople disclose the detriments also - without [link widoczny dla zalogowanych] an opportunity's prompting? Those salespeople say that their job is to stress the positives. Some even acknowledge that they're telling "0.5-truths". However, it's deceptive and unethical to "lie by omission". For [link widoczny dla zalogowanych] the everyday salesperson, it's simply "part of the game."

This standard sales game is [link widoczny dla zalogowanych] usually dressed up as "Craving for Issues and Solutions" in order to assist the prospect. In point of fact, something we have a tendency to sell must meet a number of [link widoczny dla zalogowanych] the prospect's needs. It might be an explicit business want, like reducing the degree of paperwork, or an government's implicit wish, like possessing the latest "must-have" gadget. There's nothing wrong with selling something that somebody wants to buy. But, it's deceptively manipulative to "searched for hidden problems" and "determine [link widoczny dla zalogowanych] hidden pain" while not disclosing your intentions, which are to *persuade* a clear stage that your product or service can alleviate their newly discovered Pain. Furthermore, it's a terribly difficult and ineffective method to sell.
There's no probing for hidden needs in High Likelihood Selling. We tend to won't even offer prospects a briefing if they merely recognize what their wants are, and are "really interested" in meeting with us. In High Likelihood Selling, we tend to distinguish between [link widoczny dla zalogowanych] Want and Need.

A tiny portion of the universe [link widoczny dla zalogowanych] of companies and/or individuals will want our product/service within the comparatively near future. People who want our product/service- right currently- are High Likelihood Prospects. We can schedule appointments with them now.
Those who can need our product in the long run are part of the viable prospect universe. Many of them can become High Likelihood Prospects in their own time, for his or her own reasons. The essential difference between Consultative Selling and High Chance Selling is that we don't try to steer, [link widoczny dla zalogowanych] convince, or manipulate those prospects into Wanting. Selling that manner almost forever ends up in low closing [link widoczny dla zalogowanych] averages. Although many could need what we have a tendency to're selling, [link widoczny dla zalogowanych] most will not obtain till they decide they Wish It Now. It is not simply semantics- a possibility either wants [link widoczny dla zalogowanych] what we're selling, or they don't.
Another distinction between High Probability Selling and "consultative selling'" is Total Disclosure. In HPS, honesty and transparency are core tenets of the sales process. We tend to trust and respect prospects, and need that prospects treat us with trust and respect as well. Practically speaking, we divulge the detriments along with the advantages of our product/service. In flip, prospects should totally disclose their Wants, or requirements for doing business. At each step of the sales method, the prospect explicitly states their conditions for doing business, and agrees to purchase, if we can meet their requirements.

[link widoczny dla zalogowanych] Ironically, salespeople who implement High Chance Selling usually act as advisors. Like a trusted advisor, High Probability salespeople observe total disclosure, divulging both the strengths and weaknesses of their offerings. As a result of we tend to never pressure prospects into changing into shopping for customers, the selling process is relatively stress-free, as managing a trusted consultant should be.
How much salesperson are you? If you are still pressuring and manipulating, this is probably reflected in your low closing rate. You will be playing the identical recent sales game while dressing yourself up as a Consultant. Maybe it is time for you to get real concerning who you are and what you do.
Copyright 2006 High Chance Selling