{"id":20730,"date":"2025-06-16T15:21:02","date_gmt":"2025-06-16T08:21:02","guid":{"rendered":"https:\/\/bell24vietnam.vn\/?p=20730"},"modified":"2025-06-16T15:21:49","modified_gmt":"2025-06-16T08:21:49","slug":"consultative-selling","status":"publish","type":"post","link":"https:\/\/bell24vietnam.vn\/en\/knowledge\/consultative-selling\/","title":{"rendered":"In-depth Consultative Selling Training \u2013 Consultative Selling in the Digital Age"},"content":{"rendered":"

In the context of rapid digital transformation, customer purchasing behavior has also changed significantly. According to McKinsey, 67% of B2B purchasing decisions are now made before customers contact any salesperson. This raises an important question: How can salespeople truly add value to the customer's purchasing journey?<\/p>\n

What is Consultative Selling?<\/h2>\n

Consultative Sellers are not just ordinary salespeople. They are consultants who understand the true needs of customers and provide the most suitable solutions. Unlike the traditional approach focused on \"selling products,\" consultative selling puts the customer at the center, transforming salespeople into trusted advisor<\/strong>.<\/p>\n

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At Bellsystem24 Vietnam (BSV), we have witnessed this remarkable transformation over many years of implementing training programs for large enterprises. After applying consultative selling, one of BSV's insurance projects saw a 431% increase in closing rates and a 281% reduction in sales cycle time.<\/p>\n<\/blockquote>\n

\"professional<\/p>\n

Why<\/strong> Consultative Is selling really that important?<\/strong><\/h2>\n

First,<\/strong> Current customers have access to a wealth of information. They no longer need sales reps to explain products\u2014they need someone to help them understand how to solve their business problems.<\/p>\n

Second,<\/strong> The decision-making process is becoming increasingly complex. In a Gartner study, they found that an average B2B purchasing decision involves 6-10 people. Each person has different perspectives, priorities, and concerns.<\/p>\n

Tuesday,<\/strong> Competition is becoming increasingly fierce. When products\/services become similar, what makes the difference is the customer experience<\/a><\/span> and the value that sales professionals bring.<\/p>\n

Portrait of a Consultative Seller in the Digital Age<\/strong><\/h2>\n

1. Digital-savvy Researcher<\/h3>\n

They don't start the call with the question \"What does your company do?\" \u2013 they have done their research:<\/p>\n