‘The 6 Elements of a Truly Consultative Sales Process’ – HubSpot
Linda Richardson says, “We know that best-in-class sales organizations use a consultative sales process. But what does that really look like?
A sales process is consultative when the stages and actions align with the customer’s buying experience and are defined in terms of the customer relationship.
It’s only successful when sales leadership and the sales force execute with dedication and competence. That’s why a true consultative sales framework has both a process component and a human component. Let’s dig into each.
Consultative Sales Process
A typical consultative sales process is made up of six stages. Each stage maps out winning behaviors and strategies. Here’s an example:
- Stage 1: Target and Qualify
- Stage 2: Explore and Assess
- Stage 3: Access and Develop Solution”.
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