Understanding the Role of Consulting in “The New Normal”

As we see the global economy continue to inch toward recovery, there are several factors that must be considered when analysing the art of sales.  Yes, it’s an art, and while there are likely a few incredible salespeople in your organisation, it has become increasingly important that a sales staff makes the most of the client interactions that they currently have on the table.  Sure, getting a bevy of leads is always helpful, but they will not to the bottom line much good when the proper angle isn’t being taken with them.  This is where the importance of utilising a consulting firm proves its value.  Professional consulting services can help develop useful skills within the sales team, boosting the closing results, and increasing the closing percentage.

The research arm at Huthwaite discerns that the most integral part of the sales process is creating value.  But, spelling these things out for your potential or existing clients is not the way to go about achieving this end.  Instead, allowing them to see these problems for themselves breeds confidence and allows the client to properly walk through the thought process, embedding the need in their plans.  From this point, explaining the magnitude of such requirements is well-received, as they now understand just how important the points are.

Huthwaite’s research concludes that this simple point is the best way to differentiate your organisation from competition in the marketplace.  Regardless of your consulting field, properly leading clients into understand renders much greater results than simply pointing to things initially.  Consulting services are everywhere, but when you establish your organisation as one that properly takes a client through the process, your image and reputation will escalate.

Making the most from each client interaction is the key, which is why it is paramount that a plan is properly researched and put into place before the meeting.  When the meeting is underway, be sure that the client has the floor.  A solid consulting firm will allow the client to do the talking for at least 60% of the time.  This allows for complete disclosure, opening up a channel of communication that will generate solutions.  The easiest route to take in getting your client to open up and facilitate the communication is by asking provoking questions.  Avoid questions that clients already know the answers to, however.  Asking them, “How many locations does your organisation have?” will do little for your relationship.  Instead, create value through your queries by asking questions that they may not have considered.  This creates a “need” that can be remedied by your organisation.

What is the overall goal of such interaction?  Well, advancing the relationship, of course.  Creating the need for action will facilitate the client agreeing that said action is imperative and electing to take the necessary steps to move forward.  Remember, advancing can, and should, be done in stages, so be sure that realistic goals are met that will push the relationship and business actions along at a comfortable, yet efficient, pace. 

Another important element that a quality sales team must understand is the concept of “re-scoping”.  This involves a client that mentions needs that don’t necessarily fall into your organisation’s specialty.  When you help them to see a specific situation from a different angle, you can still show the value of solving it through your firm.  Focus on your existing skills without deeming a client’s needs as irrelevant, and you’ll increase the overall value and perception of your company.  Ideally, the hope is that an entire sales team, from top to bottom, will understand that focusing on quality versus quantity can have lasting effects in the sustenance of an organisation’s success.  Remember the purpose of your interactions by understanding what the client truly wants from your time, and you’ll have a long list of happy organisations that utilise your expertise.  Refer to the following, when setting goals to achieve for your clients:

1. Understand their current situation and industry position
2. Inform them of common pitfalls or current risks that exist in their market
3. Take them through solutions, ensuring that they understand the contingencies as a whole
4. Help them calculate and plan their solutions

Navigating the New Normal can be tricky for organisations that do not understand how the business landscape has shifted.  Create solutions for these clients and you’ll be deemed an expert in their eyes, creating value for your efforts and ensuring long-lasting business relationships.

Whitepaper: How to Sell to Customers at a Premium

Download our latest whitepaper:
"How to Sell to Customers at a Premium".
This free whitepaper provides some great sales strategies to employ and some to avoid.
Download it here.