Become a trusted Advisor
Consultative Selling
Selling through
VALUE and ADVICE
One of the distinguishing features of the MIS Methodology is its consultative selling approach.
Your goal is to ensure the client feels informed and confident — because most buying decisions (especially in larger organizations) are made when you’re not in the room
Learn about the Modern Industrial Sales methodology >>
Who should be a hero?
Consultative Selling
There’s a saying we often use in sales workshops: Your job is to make YOUR CLIENT THE HERO. You can only do this if you ask him good questions and equip him with proper knowledge.
👉 most buying decisions (especially with larger customers) happen… without you in the room!
👉 guide your customers thought their potential success - what problem they want to solve?
👉 use the right “spells” to work your sales magic. Shift from offering solutions to discovering the real problem — and addressing it.
Do you ask right questions?
Learn real magic - below you will find examples of Consultative Selling "spells"!
Common mistake
- wrong spells!
Avoid offering, solution explanation, guessing or teaching before you understand what's the problem. And make sure your customer understands it too!
Before you whip out your shiny offer like a magician pulling a rabbit from a hat, take a moment to truly understand what’s going on. It’s like trying to fix a car without knowing if the engine is even broken!
So, let your client do a short discovery by guiding them to articulate their issues, and you’ll both be one step closer to finding the perfect solution.
Watch out, it really works!
Meet Alex – a character from our LinkedIn posts.
He’s the one trying to explain to his two bosses why he needs your product or service. Have you equipped him with the right arguments and knowledge? Does he understand the value he’s buying – for the company, and for himself? Have you done everything to make HIM a HERO?
Consultative Selling
Let's work together
How is consultative selling doing in your organization?
Are you perceived by your clients as a trusted advisor?
Are you the first person they call when a problem or challenge appears in your field?
If yes — congratulations! If not yet — maybe it’s worth to talk to our Consultants... or join one of our trainings on Consultative Selling!
Happy Selling!
The problem we help to solve...
Ineffective sales presentations
Diminishing sales energy
Long sales cycle
Sales and marketing overspending
We solve real problems
Do you have the impression that sales trainers and consultants are stating the obvious?
You don't have the energy to smile while thinking about your goals and the chances of achieving them anymore?
Well-being of the sales staff is gradually declining?
Is the sales cycle too long? Do you feel it could be shorter?
Sales doesn't know how to do "prospecting" (finding clients)?
Burnt energy and money?
+48 505 173 493
info@oceanberg.com
OceanBerg Sp. z o. o.
ul. Twarda 18
Warsaw, 00-105
Poland, Central Europe
OceanBerg specializes in dedicated and open-enrollment training for B2B industrial sales staff, and business advisory for companies providing services and products to industrial and corporate customers.
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