The Trusted Path: Mastering Consultative Sales for Customer Success
Deidre Cohen
This audiobook is narrated by a digital voice.
This book delves into the strategies and techniques that enable sales professionals to become trusted advisors, adept at understanding and fulfilling their customers' needs. With an emphasis on empathy, communication, and expertise, this guide equips readers with the essential tools to navigate the path towards sales excellence and build thriving customer connections.
Duration - 5h 22m.
Author - Deidre Cohen.
Narrator - Digital Voice Cole G.
Published Date - Sunday, 19 January 2025.
Location:
United States
Description:
This audiobook is narrated by a digital voice. This book delves into the strategies and techniques that enable sales professionals to become trusted advisors, adept at understanding and fulfilling their customers' needs. With an emphasis on empathy, communication, and expertise, this guide equips readers with the essential tools to navigate the path towards sales excellence and build thriving customer connections. Duration - 5h 22m. Author - Deidre Cohen. Narrator - Digital Voice Cole G. Published Date - Sunday, 19 January 2025.
Language:
English
Chapter 1: Introduction - Exploring the Paradigm Shift in Sales 7
Duración:00:04:02
1.1 Background on traditional sales approaches 11
Duración:00:04:20
1.2 The emergence of the consultative sales approach 16
Duración:00:03:05
1.3 Understanding the concept of becoming a trusted advisor 20
Duración:00:03:49
Chapter 2: The Key Principles of Consultative Selling 24
Duración:00:04:57
2.1 Putting the customer at the center 30
Duración:00:03:08
2.2 Developing problem-solving skills 34
Duración:00:04:50
2.3 Building long-term relationships with customers 39
Duración:00:03:52
Chapter 3: The Mindset of a Trusted Advisor 43
Duración:00:04:41
3.1 Shifting from a transactional mindset to a consultative mindset 48
Duración:00:03:28
3.2 Balancing empathy and assertiveness 52
Duración:00:04:18
3.3 Building credibility and trust with customers 57
Duración:00:03:40
Chapter 4: The Consultative Sales Process 61
Duración:00:03:43
4.1 The discovery phase: Uncovering customer needs and pain points 65
Duración:00:04:27
4.2 Building a tailored solution for each customer 70
Duración:00:03:39
4.3 Effective communication and active listening techniques 74
Duración:00:03:22
Chapter 5: Building Relationships through effective Communication 78
Duración:00:03:54
5.1 Building rapport and establishing genuine connections 82
Duración:00:04:01
5.2 Understanding non-verbal cues and body language 86
Duración:00:05:26
5.3 Nurturing relationships through trust and mutual respect 92
Duración:00:04:18
Chapter 6: Establishing Industry Expertise 97
Duración:00:04:50
6.1 Continuous learning and staying updated with industry trends 102
Duración:00:03:19
6.2 Becoming a subject matter expert 106
Duración:00:03:25
6.3 Demonstrating knowledge and expertise to gain customer trust 110
Duración:00:03:36
Chapter 7: Problem-Solving and Consultative Selling 114
Duración:00:06:28
7.1 Identifying customer challenges and pain points 121
Duración:00:03:36
7.2 Providing innovative solutions and alternatives 125
Duración:00:03:42
7.3 Guiding customers through the decision-making process 129
Duración:00:03:08
Chapter 8: Emotional Intelligence in Consultative Selling 133
Duración:00:03:52
8.1 Recognizing and managing emotions in sales interactions 137
Duración:00:02:53
8.2 Adaptability and empathy in addressing customer needs 140
Duración:00:03:11
8.3 Resilience and handling rejection effectively 144
Duración:00:04:28
Chapter 9: Leveraging Technology for Consultative Selling 149
Duración:00:04:46
9.1 The role of technology in the consultative sales process 154
Duración:00:03:21
9.2 Utilizing CRM systems for customer insights and relationship management 158
Duración:00:03:55
9.3 Effective use of data analytics and automation tools 162
Duración:00:05:03
Chapter 10: Building and Sustaining Customer Trust 167
Duración:00:05:16
10.1 Establishing credibility through honesty and integrity 173
Duración:00:03:34
10.2 Consistent delivery of value and maintaining promises 177
Duración:00:03:18
10.3 Overcoming challenges and rebuilding trust if it's been damaged 181
Duración:00:03:59
Chapter 11: Navigating Objections and Resistance 185
Duración:00:05:27
11.1 Understanding common customer objections in consultative selling 191
Duración:00:03:50
11.2 Mastering objection handling techniques 195
Duración:00:04:10
11.3 Adopting a collaborative approach to overcome resistance 200
Duración:00:03:19
Chapter 12: Advancing Relationships through Follow-up and Expansion 204
Duración:00:02:10
12.1 The importance of post-sale follow-up in consultative selling 207
Duración:00:03:24
12.2 Identifying opportunities for upselling and cross-selling 211
Duración:00:04:02
12.3 Fostering customer loyalty and creating advocates 215
Duración:00:04:10
Chapter 13: Continuous Improvement and Self-Development 220
Duración:00:03:30
13.1 Embracing a growth mindset in consultative sales 224
Duración:00:02:57
13.2 Reflecting on past experiences for personal growth 227
Duración:00:03:36
13.3 Continuous learning, training, and skill enhancement 231
Duración:00:03:40
Chapter 14: Overcoming Challenges in Consultative Selling 235
Duración:00:05:31
14.1 Handling price objections and negotiations 241
Duración:00:04:29
14.2 Dealing with competitive pressure 246
Duración:00:03:45
14.3 Managing time effectively in a consultative sales process 250
Duración:00:04:09
Chapter 15: Industry Case Studies: Successful Implementation of Consultative Selling Approach 255
Duración:00:04:33
15.1 Real-life examples of organizations adopting consultative selling 260
Duración:00:05:06
15.2 Key takeaways and lessons to learn from successful implementations 265
Duración:00:05:00
Chapter 16: The Future of Consultative Selling 270
Duración:00:03:29
16.1 Predictions and trends for the evolution of consultative selling 274
Duración:00:04:20
16.2 Adapting to changing customer expectations and behaviors 279
Duración:00:03:42
16.3 Embracing technology advancements in sales 283
Duración:00:03:50
Chapter 17: Ethical Considerations in Consultative Selling 287
Duración:00:05:31
17.1 Ethical guidelines and professional conduct in consultation-based sales 293
Duración:00:03:57
17.2 The role of integrity and honesty in customer relationships 298
Duración:00:04:01
17.3 Balancing interests and aligning solutions with customer values 302
Duración:00:03:41
Chapter 18: Measuring Success in Consultative Selling 306
Duración:00:04:00
18.1 Key performance metrics for consultative sales teams 310
Duración:00:05:39
18.2 Analyzing and evaluating customer satisfaction and loyalty 316
Duración:00:05:50
18.3 Continuous improvement and growth measurement strategies 322
Duración:00:04:02
Chapter 19: The Future Trained Salesperson - Becoming a Consultative Sales Leader 326
Duración:00:03:48
19.1 Developing consultative sales skills as a leader 330
Duración:00:03:39
19.2 Mentoring and coaching sales teams in consultative selling 334
Duración:00:04:56
19.3 Creating a sales culture centered around trust and customer-centricity 339
Duración:00:03:56
Chapter 20: Conclusion - The Transformation to Becoming a Trusted Advisor 343
Duración:00:03:56
20.1 Recap of the journey to becoming a trusted advisor 347
Duración:00:04:32
20.2 Inspiring sales professionals and organizations to embrace the consultative sales approach 352
Duración:00:04:24
20.3 Final thoughts on the impact and significance of consultative selling 357
Duración:00:03:52