Since learning about consultative selling, I've been tuning nearly everything I do to be one hundred percent prospect-focused.
My problem is that during my presentation I seem to be falling into old habbits, of talking to much, of trying to persuade, of trying to sell, and it's like it completely changes the perception of who I am and what my products represent when I do this. I go from being a helpful adviser to just another telemarketer. I can hear in their voices when I am explaining voices that it's not really captivating their interest, and honestly this is my biggest weakness in selling.
I haven't really found a good resource to explain how to make the presentation consultative, most help is still in still rooted in the traditional features and benefits style of selling.. which I don't really like, and doesn't help me.
What I do right is I do my best to listen during qualification.. really listen.. and note down their problems, implications, pay offs of those problems and show in the presentation how it matches what they need or want.
The wall I keep running into is establishing the connection between the product and the prospect's wants or needs in their minds. I ask excellent questions, but still sometimes fail to position the product as the solution. How do you do this? Tell me what kind of questions you ask during the presentation, to solidify this belief. Is there anything else I should be mindful of, to help convince the prospect themselves that the product is the ideal fit and solution to their problems.
Long in depth explainations are appreciated.