In today's video we're going to discuss what is your role as a sales consultant
what is your role as a sales professional what is your role as a sales consultant
what is it that you actually need to do what's required of you to be able to fulfill your role
now the reason i'm making this video is a lot of people have the wrong
idea about what it is that their role in sales is as a sales consultant what does that mean
what is that role so today we're going to answer that we're going to get rid of the grain and make
it very clear in regards to exactly what your role is as a sales consultant now before we go forward
my name is Khabeer Rockley i'm the founder of The 5% Institute i'm a sales trainer and sales coach
and my role is to help sales professionals and business owners just like yourself win more sales
and serve more potential clients so the question what is your role as a sales consultant now you
do have a number of roles for you to be able to fulfill your role there's a number of ingredients
that you need to be able to be very effective as a sales consultant so one of the first things that
you need is you obviously need expertise you need expertise one of the first things that you need
you have good knowledge and expertise to be able to actually help the type of niche your niche as
you might pronounce as people that you're trying to serve this is the first thing that you need
the second thing that you need is you need to have excellent people skills
what that means is you need to be able to build rapport you need to be able to be a master at
asking questions and actually learning about a person's issues pain points whatever it might be
and we need to be really good at being able to have empathy with a person being able to
really get in a person's shoes now what's your role as a sales consultant a lot of people
think their job in sales is i've got this product and my job is to sell this product that's wrong
that's not what sales is that's not what a sales consultant is your role is not to i've
got this product and i just need to move as much of this as i can no it's not your role
the role of a sales consultant right is to serve people who will benefit from what it is that
you're selling that's your role your role as a sales consultant is to serve people to get the
outcomes that they need with what happens to be your product or service that's your role as a
sales consultant so a lot of people think that their job in sales is i've got this product i
need to move as much of this as i can to make money no it's a very short term way of thinking
if i try to sell my product to everybody there's going to be people who don't need it
who are not going to benefit from what it is that i'm selling for example i sell a sales training
program who does it serve sales professionals business owners who have a face to face or on
the phone consultative type process they have a conversation of some kind i don't sell a product
to someone who's not selling something they've got no use for my product or service or my coaching
right no need so i don't try to sell to those people your role is to sell to people to find
people who will benefit from the outcome and then help them give them the solution with your product
or service so what does that mean how do you do that so your role as a sales consultant what you
want to do at first is you need to identify who your potential clients are it's your job who are
my potential clients what niche not niche do i want to serve what expertise do i have
or does my product or service serve that we can really add some really excellent and good value
it's number one number two your role as salvage consultant is qualifying who are the people who
make decisions for the actual buying process who are the decision makers once you've done that
what you want to do is you want to find out when to ask questions and find their pain points
what are the issues what is the outcome that you're trying to achieve here where are you at
where do you want to be bridging that gap what does that look like right what budget
have you put aside to bridge this gap who's involved in the decision making
the decision making for bridging this gap that's your role as a sales consultant right so it's
finding out their pain points what problems they're having financially how's it affecting
their business what are the issues that i don't know about that i need to know about
once you have all this information what they want to do what outcomes they want to achieve
what are their pain points what does bridging the gap look like
once you understand all this then your role as a sales consultant is to prescribe prescribe your
product or service and then clearly let them know exactly how it solves each of these pain points
not pitch a lot of people out there a lot of sales professionals and sales consultants
they look for the perfect pitch they're looking for an ingredient to find the perfect pitch
it's looking at the wrong thing it's looking at the wrong thing by looking at the pitch
what they're doing is they're working on how they can sell their product or service better it's the
wrong focus area it's a wrong area your role is to find as much pain as you can how it's affecting
your potential client now once you have that information you know exactly what those things
are then you prescribe exactly how your product or service solves each and every one of those issues
that's how you present you prescribe if you go to a doctor or a medical specialist
and they start basically trying to pitch you on all the different products and services that
they have available what are you gonna think right you're gonna think is this guy serious
this lady serious why why are they trying to prescribe me this medicine when i've got
zero need for this bunch of medicine on their shelf or this armband or that's not my pain point
i've got no issue with that why why are you telling me about something
that's got absolutely no relevance to the pal the ailments or the pain points that i'm feeling it's
got nothing to do with what i'm dealing with it's gonna break rapport there's zero empathy involved
if that's the case then why is sales consultants or sales professionals or business owners
why do we prescribe products or services to people that there's zero pain point there for it
it's there's no that doesn't make sense it doesn't align so for that reason that's why we don't we
don't do that so what we do is you find the pain points you find exactly what they want
and need and then you prescribe how your product or service solves that problem and gets them the
outcome of what they need and then tell them what it's going to mean when they get that outcome
that's your role as a sales consultant you're a pain finder and then you solve that pain the
way that you solve the paint is you prescribe it with your product or service if you take on that
mentality if you take on that philosophy that your role is not to serve everybody
to serve the people that have pain points that your products or services heal
it gives them the outcome that they're looking for if you take on that mentality
then you'll have the right mentality to really thrive in sales and you'll do very well
because you're coming from a place of service by serving more people the more wealthy and
beneficial you yourself will also become which means you can serve even more people
that's true sales that's the beauty of sales your role is to prescribe your benefit your product and
service and more importantly what it's going to mean when they own what it is that you sell
my name is Khabeer Rockley i'm the founder of The 5% Institute my role is to help sales
professionals and business owners like you sell more ethically efficiently effectively
and serve more potential clients if you've liked what you've seen today obviously you
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