Consultative sales is a specific sales approach where reps act more like advisers than salespeople and recommend solutions to potential customers based on their needs and problems. Put more concisely, it's the process of selling a solution, not a product.
In this blog will break down the consultative selling approach. Keep reading to learn more about:
- What is a sales process?
- Four steps sales process
- Qualifying and setting goals
- Make questions, pitch for the correct client
- Demonstrating value
- Closing the deal
- Why not add a dedicated sales team?
Ready to dive in? Let's get started!
What is a sales process?
Want to earn consistent revenue? To do so, you need to have an effective sales and consultation process.
A sales process is a set of repeatable steps that you can take to close a sale.
Perfecting this practice can give you more consistency when it comes to gaining new customers, retaining old ones, and earning money. Having a more accurate sense of your close rate allows you to dependably forecast how many sales you’ll close from a given number of leads.
With a well-honed sales process in place, your sales team will be more effective at filtering out leads with low potential and identifying prospects who are most likely to acquire your service and become longtime customers.
Not all sales processes have to look the same, but here are some basics to take into account as you engineer your own:
- Qualifying and setting goals.
Seeing a client for a consultation enables you to exchange specific details with that client, make some recommendations, and determine a plan that can help them reach their goals.
You might bump into people that want a specific service because they've heard about it and believe it's what they need. Nevertheless, you might have to educate them about the available technologies in the market that will best address the issue each specific client is facing.
Pro-tip: At this stage, you'll also be able to determine if this person is ready to make a purchase now, or if they will be looking to make a future purchase.
- Demonstrating value.
Show them why they should invest in your aesthetic services over other MedSpas in the region.
At this point, you should also reiterate the cost of not purchasing your product or service, i.e. missing out on something that will fix their challenges or help them achieve their goals.
- Asking questions to get a better understanding of your potential client.
What do and don't you need?
What problems are you facing?
What are your expectations?
What are your ultimate beauty goals?
Each client is different, and as such, you should take the time to get to know their diverse needs!
Make sure you pitch the correct service to the ideal customer. It also may help to give specific, scripted questions to your staff to ask your potential patient.
- Closing the deal
You have qualified your lead and addressed their concerns. Now you need to close the deal!
- Give compelling reasons why they should buy from you.
- Recap your prospect's goals and targets.
- Present a plan and build confidence in your ability to deliver.
Remember: What you are doing is not sales—not really. It's educating people about your service and how it can help them change their lives for the better!
Consultative sales is a specific sales approach where you act more like an adviser than a sales person and recommend solutions to potential customers based on their needs and problems.
Put more concisely, it's the process of selling a solution, not a product.
Pro-tip: We live in an age of growth hacking. As a result, many of us focus on new patient acquisition, even though it can cost 7x more than customer retention. Why don’t you go the extra mile and convert your one-time purchases into lifetime customers?
- Create special offers to your existing patients.
- Send e-mails offering services your customers didn’t know they needed.
- Offer “loyalty special pricing.”
Be creative! Brand loyalty is one of the most difficult assets for a business to attain, but, using the correct strategies, you can ensure your customers will have a great experience with your medical spa from the beginning to the end.
If you are still uncomfortable with the idea of doing the sales work...
Why not add a dedicated sales team?
We tend to think we can do everything ourselves, but this mindset may actually be hurting your practice.
While a strong marketing plan is a must-have for every business, it is equally important to have a dedicated sales person or team.
Your practice may require staff to help answer questions, find projections, book consultations, and give your medical spa a friendly face. It’s worth having a dedicated, professional sales team to sell the value of your premium service.
If you have any further questions about your particular sales process, please feel free to contact us! We want to help you boost your practice to a whole new level!
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