What is the Way of the Funding Pro?
This great article on deBanked about the power of consultative selling describes the approach that separates top performers from the rest.
What is the consultative approach?
The consultative approach is a holistic method rooted in building strong relationships with prospects, not through flattery or gab, but through deliberate discovery and understanding of buyer needs to more effectively fulfill them with customized solutions.
But how important, really, is the consultative approach?
Well, we first have to look at what most sales left to their own devices descend to if the consultative approach is not deployed:
B2B sales can be very transactional, but if this is all they ever are, over time there’s a lot of revenue left on the table. Transaction approaches are pushing products’ features and benefits with little to no concern for how these align with, or can help address, buyer needs.
Well, how is this approach working out for most outfits?