With consultative selling, sales leaders focus on asking the right questions to build relationships.
My last exchange with a car salesman was a reminder of the role sales has in leadership.
After exchanging pleasantries with the salesman he asked the question:
Why are you looking for a new vehicle?
It may seem like a basic question, but the question is a calculated sales and leadership strategy.
In the last few decades there has been a change in the way people interact when making purchases. As more companies have entered the marketplace the landscape has turned in favor of the consumer.
Consumers have more choice than ever and salespeople have had to react accordingly.
The change in the way salespeople interact with consumers today is known as Consultative Selling.
The method works for salespeople on the front lines, but it also works at every level of leadership in any company or group.
The concept is simple, but it does take time to learn.
Just like the salesman I met when searching for a vehicle, you need to understand consultative selling to position yourself as a leader.
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