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