Limited Time Offer: Save 30% on PRO with code GETRESULTS

Real-World Education for Modern Marketers

Join Over 600,000 Marketing Professionals

Start here!
Text:  A A

Consultative Selling: Staying Above the Fray

October 2, 2009  

The economic downturn in the technology sector has put a squeeze on resellers' margins. Not surprisingly, many value-added resellers (VARs) are looking to their professional services—not just products sales—to hit their profit goals. Others are evaluating partnerships and rethinking marketing strategies. But with client demands at through-the-roof levels, selling approaches are more important than ever. A Channel Insider post takes a closer look at the benefits of consultative selling during tough economic times.

The news is good. Solution providers that use a consultative selling approach have fared better during the economic downturn. They report having built stronger customer relationships that are already paying off. How? By relying less on product/price strategies and more on the core ideas of consultative selling—honest and engaging interactions with customers about their needs, followed by real, value-driven solutions.

"This economy hurts people who sell stuff," says Nick Bock, CEO and co-founder of Five Nines Technology Group, a Nebraska-based managed-services provider. "We never walk into customers saying we think you should buy a bunch of these things. When we walk in we want to know what they want to accomplish as a business and an IT organization."

Understanding the complexity of issues that your client faces, before you try to sell a solution, builds trust. "It's all about the relationship," says Boch. "The way we sell to customers is differentiating."

The Po!nt: With fewer deals out there and even less potential to win on price, there's never been a better time to assess your sales approach—and put stock into a consultative sales strategy.

→ end article preview
Read the Full Article

Membership is required to access this how-to marketing article ... don't worry though, it's FREE!


We will never sell or rent your email address to anyone. We value your privacy. (We hate spam as much as you do.) See our privacy policy.

Sign in with one of your preferred accounts below:


Rate this  

Overall rating

  • Not rated yet.

Add a Comment

MarketingProfs uses single
sign-on with Facebook, Twitter, Google and others to make subscribing and signing in easier for you. That's it, and nothing more! Rest assured that MarketingProfs: Your data is secure with MarketingProfs SocialSafe!