Ep. 14 - Consultative Selling REDUX

This month’s podcast episode is a webinar we did last month on consultative selling. If that sounds familiar, it’s because we have dealt with that topic in a past episode.

This episode is unique however for 2 reasons:

* I deal here with the fatal flaw in value selling. It’s one that you can’t recover from, and one that makes consultative selling uniquely qualified to deal with today’s B2B sell. This topic was not covered at all in the previous version.

* The whole presentation is just cleaner and more concise. Check the show notes for updated slides as well, as you’ll want those to follow along with.

If you want to skip the fatal flaw section specifically, it starts at about minute 13:00.

Note: this episode of the podcast is being offered to BOTH paid and unpaid subscribers.

To get access to more podcast episodes, consider becoming a paid subscriber.

Value and solution-selling are rapidly becoming table stakes in the materials industry.

Today's B2B materials buying teams are better informed than ever about their options. In fact sometimes customers are over-informed and overwhelmed. And that makes the buying process harder not easier for today's materials sales reps. 

* educating customers about your solutions isn't enough.

* identifying solutions and quantifying value points isn't enough.

Most reps aren't prepared to act when they've done all that, and the customer still isn't convinced. Rather than information about their options, today’s customers instead report needing a different kind of help altogether.

Reps that can provide that help differentiate themselves, close more business, and reach "advisor" status with their customers. Spend a few minutes to learn what's required.

Topics discussed:

* Trends and insights that changed the materials B2B buying process.

* The neuroscience behind why a consultative approach is more effective to convert business?

* Value Selling’s Fatal Flaw - why value pitches don’t work a lot of the time.

* How does one implement a consultative sales method? and pitfalls to avoid.

Who should listen?

* Commercial Officers and Executive leaders of sales teams

* Sales and Marketing VP's of materials companies

Show Notes

* NEW! Video Replay

* NEW! Slides used during the workshop

* NEW! Executive Summary of the webinar (2 min read)

* Kendall’s LinkedIn Profile

* Growth Arc Advisors

* Executive Roundtable for Materials Growth website

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit materialgrowth.substack.com