To improve your consulting skills, follow these steps:
Posted: Sun Apr 20, 2025 7:05 am
Another part of your research should focus on your competition. Think about what other products my customer might be considering? What does this other product have that mine doesn't? What does my product have that's unique to them that the other one doesn't?
Diamond tells us: “It's essential to understand our competition. Knowing all angles of your industry gives you a clearer and more precise idea of your prospect's alternatives, even before you make an approach.”
It's extremely important to become an expert in your client's business. This will allow you to anticipate all the possible questions they may have. You'll be able to anticipate all possible scenarios and tangibly demonstrate that you understand their problems.
2. Question
Let me give you an idea: imagine your client's product or service as puzzle pieces. To put the whole picture together, you need all the pieces in place.
But there is a problem:
You don't have the box with the picture of the puzzle you want to put together. However, the customer has the picture, which will help you understand how all the pieces fit together.
The client should show you where to go and they will do so if you ask the right questions.
Asking sounds easy, right?
But remember that the simplest things are sometimes the hardest to do well. This is because a salesperson's instinct is to fill their relationship with the customer with too many talking points.
What every consultative salesperson should do is ask their client what their needs are, what they're most concerned about, and how they think you could help them.
Let's generate another example to demonstrate overseas chinese in worldwide database more graphically what we mean by this:
Imagine you work selling data backup and recovery software.
Can you walk me through the security process you use for your information?
With that question generated you can go into more detail:
-Do you create a backup daily?
Diamond tells us: “It's essential to understand our competition. Knowing all angles of your industry gives you a clearer and more precise idea of your prospect's alternatives, even before you make an approach.”
It's extremely important to become an expert in your client's business. This will allow you to anticipate all the possible questions they may have. You'll be able to anticipate all possible scenarios and tangibly demonstrate that you understand their problems.
2. Question
Let me give you an idea: imagine your client's product or service as puzzle pieces. To put the whole picture together, you need all the pieces in place.
But there is a problem:
You don't have the box with the picture of the puzzle you want to put together. However, the customer has the picture, which will help you understand how all the pieces fit together.
The client should show you where to go and they will do so if you ask the right questions.
Asking sounds easy, right?
But remember that the simplest things are sometimes the hardest to do well. This is because a salesperson's instinct is to fill their relationship with the customer with too many talking points.
What every consultative salesperson should do is ask their client what their needs are, what they're most concerned about, and how they think you could help them.
Let's generate another example to demonstrate overseas chinese in worldwide database more graphically what we mean by this:
Imagine you work selling data backup and recovery software.
Can you walk me through the security process you use for your information?
With that question generated you can go into more detail:
-Do you create a backup daily?