6 Principles of Consultative Selling

Régis Lemmens from Sales Cubes enlightened me about 6 Principles of Consultative Selling, it reminded me of the 9 Laws of Attraction.

These 6 principles can be used and will always work to persuade your customer, here they are

1. Likability: flatter your customer, let him feel important, like attracts like
2. Consistency: conditioning, if you say this is important to you, you should also act to it
3. Reciprocity: Somebody does something for you, you feel like doing something back
4. Scarcity: Now or never, let him think that this it's now or never, people will feel like if they don't buy it, they are missing out of something...
5. Credibility: proof your credibility or start with a weakness its shows honesty, and then you build up to your strengths...
6. Crowd: people do what others do, other companies such as ... or competitors use this product/service also...

You can use these principles in your sales meeting or sales visits, the best one is Consistency, this together with the SPIN selling technique (what problem do you have, so what could be a solution, what is your need... OK, I have this solution for you problem and it will give you this benefit that suites your need --> consistency!!!) and don't forget to flatter your customer (what a nice office) or look for same interests (doing same sport, reading the same book, and so on.)

More on Régis Lemmens visit his blog