Building a lasting relationship
You first examine what the customer's situation looks like and only then how your offer fits in well with it. You are, as it were, the doctor who makes a diagnosis and who then writes out a prescription to remedy the ailment. That puts you in a completely different position mentally and gives the buyer a completely different perception: you are no longer an annoying seller, but you are a specialist with authority. A cycle of 5 steps The process of advisory selling can be seen as a cycle. It consists of 5 steps that you go through together with a customer.Connect : without pitching right away. Understanding needs : you invest time in this before making an offer. Discussing needs : you link the needs to an offer that corresponds to this. Closing a deal : where the customer makes a decision that helps them move forward.Don't focus photo editor on the transaction, but on long-term value. I share 7 tips that can help you apply advisory selling: 1. Don't focus on your offer, but put the customer first Don't focus so much on what you are good at (or think you are) good at as a provider.
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Put the emphasis on finding out the real goal of the customer. For example, you can do this by 'asking the why question 5 times '. By discovering the core of the goals and challenges, you are able to make an offer later that fits seamlessly. 2. Give away value without wanting anything in return This value can be in sharing articles that help a potential customer make better decisions, a written approach or step-by-step plan, a model, or other knowledge that you think can ignite the customer's awareness.
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