Consultative selling vs. assisted selling: Find out which national companies are a reference
Posted: Tue Dec 24, 2024 10:37 am
Two sales approaches that have gained prominence in Brazil are “consultative selling” and “assisted” selling.
In this post, we will analyze the main differences between these two methods and highlight some national companies that stand out in each approach.
Summary
Consultative Selling
Digital Results (RD Station)
ClearSale
Fleury Group
Assisted Sale
Magazine Luiza
Via Retail (Casas Bahia and Pontofrio)
Nature
How to implement these approaches in the commercial area of your business?
The important thing is to start
Consultative Selling
Consultative selling is a sales process that focuses on understanding and germany whatsapp database the customer's needs and problems . The salesperson acts as a consultant, offering personalized solutions and guiding the customer in making decisions.
Therefore, this approach requires active listening skills, empathy and mastery of the product or service offered .
Therefore, here are some national companies that stand out in consultative selling:
Digital Results (RD Station)
Resultados Digitais is a Brazilian software company focused on digital marketing and marketing automation . They use a consultative approach to understand their clients’ needs and offer customized solutions that help drive growth and lead generation . It’s no wonder that the company currently has over 30,000 clients , 3% of which are outside of Brazil.
ClearSale
ClearSale is a Brazilian company that provides fraud prevention solutions for e-commerce and digital payments . They operate in the national and international markets and currently have over 100,000 customers . What sets them apart is that they adopt a consultative approach , analyzing the specific needs and challenges of their customers and providing customized solutions to reduce fraud and improve transaction security.
Fleury Group
The Fleury Group , which has been a reference in diagnostic medicine for 96 years, adopts a consultative approach to its services . The company invests in training and education for its professionals so that they can provide the best solutions and guidance to customers . There are more than 216 service units spread throughout Brazil.
Assisted Sale
On the other hand, assisted selling is a sales approach in which the salesperson plays a more passive role , guiding the customer through the purchasing process and providing information about the products or services available .
Therefore, assisted sales are common in companies that have an extensive catalog of products or services, and the focus is on making it easier for the customer to choose .
Therefore, get to know some national companies that stand out in assisted sales :
Magazine Luiza
Magazine Luiza is one of the largest retail chains in Brazil , offering a wide range of electronics and home appliances. In physical stores, salespeople are ready to help customers find the right product , providing detailed information on technical specifications, prices and warranty options.
Via Retail (Casas Bahia and Pontofrio)
Via Varejo , which controls the Casas Bahia and Pontofrio brands, also uses an assisted sales approach , especially in its physical stores . Salespeople offer support and guidance to customers to ensure they find the right product according to their needs and preferences.
Nature
Natura is one of the largest cosmetics companies in Brazil , and its sales consultants play a key role in assisted sales . They provide information about products , offer samples and help customers choose the products that best suit their needs and preferences . There are currently 2 million Natura consultants .
Furthermore, these examples show that Brazilian companies from different sectors use consultative and assisted selling approaches to meet their customers’ needs and drive business growth .
Therefore, depending on the characteristics of the product or service and the customer profile , a combination of both approaches can be the key to sales success .
How to implement these approaches in the commercial area of your business?
In other words, to get started with consultative selling and assisted selling approaches, it’s important to create a plan and train your sales team according to these goals. Here are some tips from Zydon to help your team adopt these sales approaches :
Training and development: Invest in training for your sales team, focusing on the skills and knowledge needed to implement consultative and assisted selling. This may include communication techniques, problem-solving, interpersonal skills, and product or service knowledge.
Set goals and expectations: Set clear goals for your sales team in terms of sales and customer relations. This will help ensure that everyone is aligned on the goals and committed to implementing consultative and assistive selling approaches.
Develop a structured sales process: Create a sales process that incorporates both consultative and assistive selling approaches. This can include steps such as identifying prospects, qualifying leads, conducting consultations, presenting customized solutions, and closing deals.
Establish a culture of continuous learning: Encourage your team to strive for continuous improvement through training, workshops, courses, and other professional development opportunities. This will help ensure that your team is always up to date with the latest sales practices and techniques.
Monitor and evaluate performance: Track your sales team’s performance regularly to identify areas for improvement and adjust your approach as needed. This may include analyzing sales metrics such as conversion rates, average time to close, and customer satisfaction.
Use technology to support your sales approach: Embrace technology tools like CRM , marketing automation , and analytics platforms to help your sales team manage and optimize their sales processes. These tools can improve efficiency, enable more effective lead tracking, and help personalize your sales approach.
In this post, we will analyze the main differences between these two methods and highlight some national companies that stand out in each approach.
Summary
Consultative Selling
Digital Results (RD Station)
ClearSale
Fleury Group
Assisted Sale
Magazine Luiza
Via Retail (Casas Bahia and Pontofrio)
Nature
How to implement these approaches in the commercial area of your business?
The important thing is to start
Consultative Selling
Consultative selling is a sales process that focuses on understanding and germany whatsapp database the customer's needs and problems . The salesperson acts as a consultant, offering personalized solutions and guiding the customer in making decisions.
Therefore, this approach requires active listening skills, empathy and mastery of the product or service offered .
Therefore, here are some national companies that stand out in consultative selling:
Digital Results (RD Station)
Resultados Digitais is a Brazilian software company focused on digital marketing and marketing automation . They use a consultative approach to understand their clients’ needs and offer customized solutions that help drive growth and lead generation . It’s no wonder that the company currently has over 30,000 clients , 3% of which are outside of Brazil.
ClearSale
ClearSale is a Brazilian company that provides fraud prevention solutions for e-commerce and digital payments . They operate in the national and international markets and currently have over 100,000 customers . What sets them apart is that they adopt a consultative approach , analyzing the specific needs and challenges of their customers and providing customized solutions to reduce fraud and improve transaction security.
Fleury Group
The Fleury Group , which has been a reference in diagnostic medicine for 96 years, adopts a consultative approach to its services . The company invests in training and education for its professionals so that they can provide the best solutions and guidance to customers . There are more than 216 service units spread throughout Brazil.
Assisted Sale
On the other hand, assisted selling is a sales approach in which the salesperson plays a more passive role , guiding the customer through the purchasing process and providing information about the products or services available .
Therefore, assisted sales are common in companies that have an extensive catalog of products or services, and the focus is on making it easier for the customer to choose .
Therefore, get to know some national companies that stand out in assisted sales :
Magazine Luiza
Magazine Luiza is one of the largest retail chains in Brazil , offering a wide range of electronics and home appliances. In physical stores, salespeople are ready to help customers find the right product , providing detailed information on technical specifications, prices and warranty options.
Via Retail (Casas Bahia and Pontofrio)
Via Varejo , which controls the Casas Bahia and Pontofrio brands, also uses an assisted sales approach , especially in its physical stores . Salespeople offer support and guidance to customers to ensure they find the right product according to their needs and preferences.
Nature
Natura is one of the largest cosmetics companies in Brazil , and its sales consultants play a key role in assisted sales . They provide information about products , offer samples and help customers choose the products that best suit their needs and preferences . There are currently 2 million Natura consultants .
Furthermore, these examples show that Brazilian companies from different sectors use consultative and assisted selling approaches to meet their customers’ needs and drive business growth .
Therefore, depending on the characteristics of the product or service and the customer profile , a combination of both approaches can be the key to sales success .
How to implement these approaches in the commercial area of your business?
In other words, to get started with consultative selling and assisted selling approaches, it’s important to create a plan and train your sales team according to these goals. Here are some tips from Zydon to help your team adopt these sales approaches :
Training and development: Invest in training for your sales team, focusing on the skills and knowledge needed to implement consultative and assisted selling. This may include communication techniques, problem-solving, interpersonal skills, and product or service knowledge.
Set goals and expectations: Set clear goals for your sales team in terms of sales and customer relations. This will help ensure that everyone is aligned on the goals and committed to implementing consultative and assistive selling approaches.
Develop a structured sales process: Create a sales process that incorporates both consultative and assistive selling approaches. This can include steps such as identifying prospects, qualifying leads, conducting consultations, presenting customized solutions, and closing deals.
Establish a culture of continuous learning: Encourage your team to strive for continuous improvement through training, workshops, courses, and other professional development opportunities. This will help ensure that your team is always up to date with the latest sales practices and techniques.
Monitor and evaluate performance: Track your sales team’s performance regularly to identify areas for improvement and adjust your approach as needed. This may include analyzing sales metrics such as conversion rates, average time to close, and customer satisfaction.
Use technology to support your sales approach: Embrace technology tools like CRM , marketing automation , and analytics platforms to help your sales team manage and optimize their sales processes. These tools can improve efficiency, enable more effective lead tracking, and help personalize your sales approach.