Consultative Selling for TODAY!
The role of successful salespeople has changed. Top Salespeople today have learned to go beyond traditional selling techniques. Clients are searching for experts that can make them more successful and add a new type of value to develop deep business relationships. Learning techniques that will enhance your ability to identify the unique needs of each client and provide expert problem-solving Solutions will go a long way to establishing you as the preferred supplier.
Frankly, your scenarios are different. So the first portion of the workshop, offers inter-active discussion on Theory, Transactional vs. Consultative Selling, and techniques for establishing expert status, then workshop moves into real case studies. The ‘Cases’ or experiences will be provided by the group participants in advance and then complied into ‘hypothetical’ cases to be reviewed in small groups. Clearly there is a large amount of expertise in the class, and this open technique combines the best of theory, real-life and sharing potential solutions. The objective is to look at the process as a craftsman might look at an interesting challenge. The result is often a broader perspective on a wide range of solutions, thus a ‘hands on’ customized process for Consultative Selling.
Learning Objectives:
- Understanding the Real-Life Sales Process
- Identifying Client Priorities and Critical Issues
- Defining When You are a Consultative Partner
- How to Position Yourself as an Expert and stay there…
- Identifying Solutions Beyond Your Products
- Real Life Solutions - Case Studies
Outline
Review Results of Your Surveys…
Review Business Cycle/Salesperson Cycle
1. Guppy, Shark, Whale, Sardine?
2. The Sharks are fewer than you might think…
What really happens in the Sales Process?
1. The fundamentals have changed…
2. Strength or Technique?
3. Who has time or interest in Rapport?
4. Know where you are in the process
5. What is better than ‘Open’ questions?
6. Identify more than needs, do you know key issues
a. Listening, really?
7. Filling Needs with more than Benefits, but at least it is a start
a. How are we presenting solutions?
b. Are our Proposals designed for us or for them?
c. Products or Solutions
8. Closing is for Grown-Ups
People Want to Deal with Successful People
1. Transactional vs. Consultative Selling
2. Even the Internet may be most ‘Consultative’ than many… why?
3. Developing Expert Status
a. Your time is valuable, and so is theirs…
b. How are you positioned?
c. How do you get there?
d. How do you stay there?
e. Your Accountability Level
The Playing Field is Changing…
1. Dealing with Change
2. Research
3. Using Change to Your Advantage
4. Embracing Change
Case Studies
1. Small Groups
2. Discussion
3. Presentation
4. Input Session
5. Conclusions