The following is the most effective and powerful sales approach of all. However, it is not a bunch of fancy words, a slick set-up trick or a crafty confidence building scheme. In fact, the most powerful sales approach ever, is not technically an approach at all: it is a philosophy; a way of thinking and communicating with today’s educated and sophisticated buyer.
This concept works well in any profession selling most any product or service. However, in the consultant business, it is all the more powerful.
The Concept
The concept of this selling paradigm rests in two factors:
A. To sell a solution, there must first be a problem.
B. To be and true consultant and advisor, people must seek your advice
So let us examine the approach by first defining the two factors above: a solution and consultancy.
A. Solution
Everyone talks about solutions selling and providing their clients with solutions. Well, do you know the actual definition of a solution?
Encarta Dictionary:
- A way of resolving difficulty: A method of successfully dealing with a problem or difficulty
- An action or process of solving a problem
- An answer to a problem
- An expert who charges a fee for advice
- One who gives professional advice, an expert
Sean McPheat is regarded as a leading authority on modern day selling. Sean has appeared on CNN, ITV, BBC and has over 250 other media credits to his name. Sean founded MTD Sales Training in 2001 and since then they have helped over 50,000 staff. Tags: business consultant, business consulting, business management consulting, consulting los angeles, Consulting Sales, human resource consulting, human resources consulting, management consulting
