Consultative Selling: Can you sell to an expert?

Today I would like to focus on a topic that is usually ignored by most sellers.

With the advent of the Internet, more and more customers have information literally at their fingertips.

In the past, as the information was not available, customers were forced to request meetings with salespeople, often with no other focus than to get free training on the solutions.

Nowadays, as most of the information is available on the Internet, most clients don’t give a damn about the meetings and only call us when they need to ask for a proposal or clarify something a little more complicated.

If we place ourselves on the customer’s side, this even makes a certain sense, as it makes the process more effective and less permeable to the influence that the salesperson can create.

Many of the salespeople we work within the integrated training and commercial coaching programs report to us that today, in their sector, they hardly see the real customers anymore.

They are there, but they don’t make themselves known except at the very end of the process.

What is reasonable is to analyze the available solutions, collect the information, select 2 or 3, and pass the process to the purchases for them to ask for prices and squeeze the most…