Why Being a Consultative Seller is more important now than it Has Ever Been - Lori _ B2B BINGE

When the pandemic hit everywhere, people started saying, “don’t sell”, “don’t sell”. Nobody can sell anything. Just help people, don’t sell, and stop selling. But the fact is that selling is helping. But bad selling should not happen.

Bad selling is when people are just pushing products without understanding their requirement. It’s when you connect with someone on LinkedIn and they pitch you with their product and services and try to set up a meeting to just pitch you. That’s bad. Selling. Being consultative, you prove that you understand their requirements and offer solutions to their painpoints. That is when the selling will be admirable.

Consultative selling is focused on the buyer and not just the buyer, but the buyer’s world. If you can know enough about your buyers to know who their customers are, an example in the pandemic, if you knew that your buyer only sold to hotels and airlines and restaurants. They were probably not people that you wanted to talk to right away because they were in a crisis mode.

However, if they were other people who are involved with telecommunications and remote work, they were going crazy and they were busy. The idea that you should personalize and sell individually. Don’t just spam people with the messages but know who you are calling.