Twenty-first century sales consulting is a new age. It is no longer 1993 and those who approach sales if it were are headed down a dead end road.

Twenty-first Century Sales Consulting

The Old Ten Steps 

A few of my old colleagues and competitors will “get” the title. Back in the day, there was a Ten-step sales system that was all about sales psychology and leading prospects to a buying decision not always based on what the prospect needed but rather on what the salesperson wanted to market. It had little to do with twenty-first-century sales.

These ten steps included a “warm-up,” getting to know the prospect to gain their trust. Problems and solutions, why the prospect needed to buy now, and eight more similar steps used to close the sale. Too often, it was one-sided trickery, not professional selling. Unfortunately, some continue to use this system or something close to it. I have an alternative, the new ten steps, twenty-first-century sales.

Unlike the old school ten steps, these ten steps of twenty-first-century sales aren’t in any particular order because they depend on what the customer needs and where they are in the sales cycle. Last century’s steps were based on the salesperson’s needs; twenty-first-century sales are based on the client’s needs.

The New 10 Steps 

Step one: Know your Product

Not just a cursory understanding but a complete knowledge of your product and service.

Step Two: Know your Industry

You should know your industry inside out, including what competitors offer, what’s new, and what’s obsolete.

Step Three: Know your Target Audience

Who needs your product, and why do they need it?

Step Four: Know Where to Find Your Audience

Are they on social media, in their office, or at a trade show? To reach your audience, you must first connect.

Step Five: Learn How to Approach Your Prospect 

Will traditional marketing reach your target? Do you need to up your web space game? Will your prospective customer be vetting you online before going any further? Don’t you?

Step Six: Know Your Customer’s Pain 

What problems does your prospect lose sleep over, and what’s your solution?

Step Seven: Put Your Clients First 

If you want to succeed in today’s sales field, then put the customer first, put them on a pedestal, and become customer centric.

Step Eight: Follow Up

Your customer shouldn’t have to contact you for information. You should always be one step ahead in the sales cycle.

Step Nine: Offer Exceptional Customer Service

Offer exceptional customer service to grow your customer base and build loyalty with your audience. The word will get around.

Step Ten: Do What’s Best for the Customer

Remember step two: know your industry? If a competitor has a better solution, be Macy’s Santa in “Miracle on 34th Street”. However, the best plan is to be better than the competitor, isn’t it? If you’re open and honest and put the customer’s best interest in front of yours, you will build a loyal following of evangelistic clients.

It’s Called Consulting,  Twenty-first Century Sales Consulting

Modern Sales shouldn’t be called sales. The best modern salesperson is a consultant, advocate, planner, and adviser who shares their expertise and guidance.

When I was younger, I used every sales trick in the book and even invented a few. I used these tactics to sell and taught others how to dupe a customer into buying the product I wanted to sell, which was only sometimes what the consumer needed. I’m not proud of my early years in sales. I was “that” Salesperson.

Eventually, I learned that helping customers rather than “selling” them built lasting relationships. It not only made good business sense, but it also felt good. It was the right thing to do. Are you ready to do the right thing? Do you want to learn how to be a compassionate sales consultant and increase sales while building your customer base? If so, read this book. How to Sell Without Becoming “that” Salesperson

If you like this post you might also appreciate, 5 Things Top Consultants Do. 

Photo by Icarus Yang on Unsplash