In class we talked about Rule #39 “When all else fails, become a consultant”. I found this advice really interesting, both as a last result to potentially save the deal or as a method to connect with client beyond the sale.
When you switch from a salesperson role to a consulting role you open up yourself up to the client. This completely changes the field. The client will realize you have backed off and concluded your sales pitch and therefore relax and be open to more communication. The main strategy for becoming a consultant is to rescue a deal. The advice you give should connect to your product or service’s value. You don’t want to do this directly, but a proper consulting situation will make the client connect your advice to what you were talking about in your sales pitch. Hopefully, this brings them back to your offering and you can make a deal.
However, if the conversation does not bring you both back to making a deal it’s not the end of the world. While you may not have been able to lock in the sale you hopefully were able to show the client that you valued them as an individual and their company. This makes you stand out among other sales reps. The client will remember your work and advice and maybe down the road they will reach out to about that sale. Sales is all about relationships and leaving relationships from”no” clients on a positive note is just as important in the sales world.
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I also find this idea very interesting. It really is not what you would normally think to do in this circumstance as a sales person but can be very beneficial. At the very least you are helping someone else which is great no matter if you can get the sale or not.
This is one of my favorite Sandler Rules. My brother is a salesman and he always emphasizes to me the importance of taking on a consultative role with clients rather than pushing products on them. Pushing is an outdated an ineffective strategy, but consultative-style sales is the way of the future.
You definitely got it here Ryan, relationships are KEY. If you can’t have open conversations, then the likelihood of the partnership going anywhere after the initial sale (if that even happens) is slim to none. Thanks for sharing your thoughts!
Basically the best way to do anything is in a relational way, so I definitely agree with you there. It’s really a twist on traditional sales to take more of a consultant role when you aren’t necessarily selling a service but rather tangible things.
Yes I agree that the consulting method is the best way to sell any product. When a prospect sees that you are not there to just make money off of them they feel comfortable and that is a big key to selling. Being the prospects consultant will allow you to get to the pain of the prospect and truly find ways to help them.
It also provides a great networking opportunity. Sometimes you might not be the best candidate for the client, but they will remember you for their future contacts. Consulting builds your network and even allows your company to expand into different fields with more knowledge and possibly new product or service offerings.
I think this is great, it really shows the client how above all you are on their side. I think in a day and age I think clients do look for that element of trust in a relationship and they will remember your company later.
I love this post! I feel as the world thrives on things being done as fast as possible, but it is important to take the time necessary to build a relationship with trust. It takes time but in the long run it is what’s going to separate you and the competitor.